Global Partner Programs and Operations Manager

Nozomi Networks

11d•$160,000 - $180,000

About The Position

The Global Partner Programs and Operations Manager owns the Nozomi Networks Partner Program end to end, including its structure, benefits, incentives, policies, and operational processes. The role turns strategy into clear, scalable frameworks for partners and internal teams, collaborating with Sales, Marketing, Legal, Finance, Deal Desk, Enablement, and RevOps to improve the partner experience. The manager owns global partner-program strategy and roadmap; partner tiers, qualifications, benefits, and discount structures; new program tracks; partner feedback mechanisms; enablement and certification; and the partner portal and PRM experience. The role also develops program materials, runs incentive and benefit programs, governs compliance, maintains internal processes and Salesforce data quality, and measures program performance. It equips Partner Account Managers and supports external partner marketing and recognition.

Requirements

At least 7 years of experience in channel or partner programs, channel operations, or alliances at a B2B technology company.
Proven experience designing and launching global partner programs, including tiering, benefits, discounts, MDF, NFR, and incentive or SPIFF programs.
Working knowledge of two-tier distribution models, reseller and MSSP economics, and partner contracting.
Strong operational and analytical skills, including advanced Excel and program financial modeling.
Hands-on experience with Salesforce and PRM or partner portal platforms.
Exceptional written communication skills and the ability to turn complex policies into simple, publish-ready content.
Ability to lead cross-functional initiatives with Legal, Finance, Marketing, and Sales without direct authority.
Comfort operating across time zones and cultures with a global partner base.
A bias for simplicity, structure, and scalable processes.
Ability to operate in high-trust, high-confidentiality environments.
Competencies in active listening and communication; business insight and acumen; objection handling, influencing and negotiation; planning and organizing; customer focus; sales process and pipeline management; solution-oriented thinking; teamwork, collaboration and cultural alignment; and drive for results.

Nice To Haves

Cybersecurity experience is strongly preferred.

Responsibilities

Own the multi-year partner program strategy and roadmap, benchmarked against competitive OT/IoT and adjacent security vendor programs.
Develop distributor program tiers and economics and new program tracks, such as an Authorized Assessment Partner track, from business case through launch.
Design and govern the global partner tier model, including qualification criteria, benefits, discounts, advancement and demotion mechanics, annual reviews, and partner-facing scorecards.
Establish structured partner feedback mechanisms, such as a partner advisory council or NPS/CSAT program, and use feedback in tier and benefit design.
Design and maintain partner sales, technical, and certification enablement curricula; define tier-linked competency requirements; and manage the partner LMS content calendar in collaboration with Enablement.
Own the partner portal as a product, including content strategy, self-service resources, deal-registration workflow, and UX and roadmap in partnership with IT and the PRM vendor.
Build and publish program guides, benefit summaries, logos, badges, and partner-facing communications.
Design and administer the Partner Rewards Program and SPIFF campaigns, including eligibility, qualifying activities, fulfillment, and compliance controls.
Manage Marketing Development Funds (MDF), Not-For-Resale (NFR), partner training allowances, and certification-linked benefits.
Own partner portal terms and conditions and program policies with Legal, and lead annual partner reviews, including onboarding, tier changes, and offboarding.
Maintain the internal Partner Program process and procedures guide and champion Salesforce data hygiene for partner accounts, deal registration, and reporting.
Own program metrics, reporting, and financial models, including partner-sourced and partner-influenced NACV, NACV by tier, activation, time-to-first-deal, portal engagement, training completion, deal-registration SLA, and MDF utilization and ROI.
Deliver program insights and recommendations to channel leadership and executives.
Equip Partner Account Managers with tools, templates, and partner communications.
Support partner marketing, swag and recognition programs, and industry award submissions.
Promote Nozomi Networks’ cultural pillars of transparency, trust, and accountability.