Kepware Channel Operations Manager
About The Position
Design and evolve Kepware's channel program structure, including partner tiers, engagement models, and performance metrics. Align Kepware's channel strategy with strategic goals of the business. Provide thought leadership on strategic initiatives to scale partner impact and revenue. Manage partner contracts, including onboarding, renewals, and compliance reviews with Legal. Define and enforce terms and conditions, discount structures, and rules of engagement for partner transactions. Lead partner onboarding, training, and certification programs. Maintain enablement content repositories and ensure partners have access to up-to-date resources. Draft and distribute partner communications, newsletters, and program updates. Collaborate with Regional Sales Directors to align channel activities with territory goals and pipeline forecasts. Support field teams with partner intelligence, deal governance, and conflict resolution. Work closely with Product Management, Legal, Marketing, and IT to support product launches, rebranding, and enablement initiatives. Work closely with Global Channel Sales teams to ensure consistency across regions and partner types. Support field teams with partner intelligence, deal governance, and conflict resolution. Manage the entire partner lifecycle from recruitment to retirement. Execute channel programs and ensure alignment with sales and marketing strategies. Support partner marketing initiatives and demand generation campaigns.
Requirements
- 10+ years of experience in channel operations, partner management, or sales enablement in a software company
- Proven success in managing global partner ecosystems and indirect sales models
- Strong understanding of partner contracts, discounting frameworks, and compliance
- Experience with CRM and PRM tools (e.g., Salesforce, Partner Portal)
- Excellent communication, project management, and stakeholder engagement skills
- Ability to work cross-functionally with Legal, Sales, Marketing, Product, and IT teams
- Bachelor's degree in Business, Marketing, or related field
Nice To Haves
- MBA preferred
Responsibilities
- Design and evolve Kepware's channel program structure
- Align Kepware's channel strategy with strategic goals of the business
- Provide thought leadership on strategic initiatives to scale partner impact and revenue
- Manage partner contracts, including onboarding, renewals, and compliance reviews with Legal
- Define and enforce terms and conditions, discount structures, and rules of engagement for partner transactions
- Lead partner onboarding, training, and certification programs
- Maintain enablement content repositories and ensure partners have access to up-to-date resources
- Draft and distribute partner communications, newsletters, and program updates
- Collaborate with Regional Sales Directors to align channel activities with territory goals and pipeline forecasts
- Support field teams with partner intelligence, deal governance, and conflict resolution
- Work closely with Product Management, Legal, Marketing, and IT to support product launches, rebranding, and enablement initiatives
- Work closely with Global Channel Sales teams to ensure consistency across regions and partner types
- Manage the entire partner lifecycle from recruitment to retirement
- Execute channel programs and ensure alignment with sales and marketing strategies
- Support partner marketing initiatives and demand generation campaigns
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What This Job Offers
Job Type
Full-time
Career Level
Manager
