Manager, Channel Operations

Sonar • London, TX

13h

About The Position

Sonar is scaling its global partner and channel ecosystem from a startup motion to an enterprise-grade program. The partner team is growing quickly and adding critical support functions to ensure the partner business aligns to both go-to-market priorities and internal business technology deliverables. This role is the operational backbone of all of it. You will sit in Revenue Operations, embedded day-to-day with the channel team organization, across all partner types. You will own the systems, data, processes, and partner-facing operations that make the partner business run — so that the channel leaders can focus on selling, building relationships, and closing programs rather than managing queues and chasing data. The work is fast, cross-functional, and consequential. Getting the operational infrastructure right is what unlocks those numbers.

Requirements

• 5+ years of experience in channel operations, revenue operations, or partner operations in a B2B SaaS environment.
• Salesforce proficiency, including deal registration workflows, opportunity management, partner attribution, and data hygiene.
• Hands-on experience with AWS Partner Network (ACE, CPPO, co-sell), Azure Marketplace, or GCP marketplace operations.
• Ability to manage a large contract portfolio, track expirations, coordinate signature workflows, and maintain audit-ready records.
• Strong project management skills, including owning multiple concurrent workstreams, maintaining trackers, and escalating blockers.
• Effective cross-functional communication with Legal, Finance, Deal Desk, IT, and external partners.
• High attention to accuracy in spreadsheets, dashboards, and CRM.

Nice To Haves

• SFDC admin experience.
• Experience with partner relationship management (PRM) tools like ChannelScaler, MindMatrix, or similar.
• Familiarity with Tackle.io or similar marketplace transaction platforms.
• Experience supporting channel incentive programs end-to-end.
• Exposure to CLM (contract lifecycle management) tools.
• Prior experience in a high-growth SaaS company scaling a channel or partner program from early-stage to structured motion.

Responsibilities

• Manage partner deal registration, SFDC opportunity hygiene, partner-of-record assignments, and dispute resolution.
• Oversee partner-sourced quote workflows and escalate non-standard structures to Deal Desk.
• Ensure channel rep compensation data reflects accurate partner attribution and resolve discrepancies.
• Own the global partner contract database, tracking expirations, tier status, entitlements, and margin schedules.
• Maintain clean, audit-ready data in partner relationship management (PRM) and contract lifecycle management (CLM) systems.
• Support contract workflow, including agreement repository and compliance layer maintenance.
• Process contract amendments, tier changes, and new-product addenda, coordinating with Legal.
• Maintain co-sell opportunity hygiene, partner attribution, and deal status in Salesforce for cloud marketplaces.
• Track CPPO ID across authorized and historical transaction partners.
• Project-manage marketplace-to-CRM automation, coordinating technical setup.
• Track test transactions, payout timelines, and go-live milestones for Azure Marketplace operations.
• Own implementation and maintenance of bulk co-sell tooling in SFDC.
• Maintain and update the high-propensity/partner match dataset and support partner-sourced pipeline reviews.
• Own scheduling and preparation for cloud partner pipeline review calls, compiling relevant data.
• Maintain internal records on cloud provider spend positioning.
• Track cloud MDF spend, reconcile actuals against allocation, and maintain the audit trail.
• Maintain GSI pipeline and activity logs.
• Own the partner registration form, intake workflow, and onboarding checklist.
• Issue, track, and renew NFR license keys and own the operational log.
• Coordinate with Customer Experience/Renewals on license key delivery processes for partner-fulfilled transactions.
• Maintain and iterate the Channel Manager Onboarding Guide and extranet space.
• Build and own a structured case/task queue for Channel Ops and incoming PPM to manage and prioritize inbound requests.
• Support partner portal access, system provisioning, and data hygiene across the PRM.
• Serve as the operational connective tissue between the channel team and Legal, Finance, Deal Desk, Marketing, Product, and IT.
• Maintain the Channels Operations Project Launch Tracker and own status visibility for channel leadership.

Benefits

• We value diversity, equity, and inclusion.
• We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best.
• We are proud to be an equal opportunity employer.
• All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
• We may use artificial intelligence (AI) tools to support parts of the hiring process.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed