Senior Manager, Channel Operations & Partner Programs

Nitro•Toronto, ON

1d•Hybrid

About The Position

Nitro is building a channel-first go-to-market model. The Sr Manager Channel Operations & Partner Programs will own the operating infrastructure that enables Nitro’s partner ecosystem to scale globally. This role sits at the intersection of Channel, Revenue Operations, Finance, Marketing, Legal, Sales, and Partner Experience. It is responsible for ensuring Nitro’s channel programs, systems, data, reporting, partner workflows, and operational processes are clean, consistent, measurable, and scalable. The right person will not simply administer systems. They will identify operational friction, build repeatable workflows, improve partner and internal user experience, and create the reporting discipline needed to drive channel revenue, partner productivity, and executive visibility. This role should also bring strong AI and automation fluency, using tools and workflows to reduce manual effort, improve routing accuracy, accelerate partner onboarding, and strengthen performance insights across the global channel business.

Requirements

7+ years of experience in Channel Operations, Partner Operations, Revenue Operations, Sales Operations, or Partner Program Management within a B2B SaaS environment.
Experience owning or significantly improving channel operating models, partner programs, CRM workflows, and partner-facing systems.
Hands-on Salesforce experience required; experience with partner portals, marketplace platforms, and partner ecosystem tools strongly preferred.
Experience with tools such as Allbound, Pax8, HubSpot, Gong, Clay, Claude, Tableau, or similar platforms preferred.
Demonstrated experience administering partner programs, including deal registration, onboarding, incentive management, partner tiering, rebates, MDF, reporting, and partner lifecycle workflows.
Experience working across global regions, including North America, EMEA, and APAC, strongly preferred.
Experience building processes that improve partner experience, internal accountability, and executive visibility.
Highly analytical, with strong Excel, Salesforce reporting, dashboarding, and data interpretation skills.
Strong process architect who can identify operational friction and design cleaner, scalable alternatives.
Comfortable operating at both strategic and tactical levels, from executive reporting to workflow documentation and system cleanup.
Strong communicator who can translate complex operational requirements into clear guidance for partners and internal teams.
Detail-oriented and reliable, with a strong bias toward follow-through, documentation, and process accountability.
Cross-functionally effective, with the ability to work closely with Sales, Finance, Marketing, Legal, RevOps, IT, and Channel leadership.
AI-fluent and automation-minded, with the ability to use modern tools to improve speed, accuracy, and efficiency.
Self-starter who can manage multiple workstreams independently in a fast-moving, globally distributed environment.
Able to challenge inefficient legacy processes while maintaining strong internal relationships and practical execution discipline.

Nice To Haves

Experience with partner portals, marketplace platforms, and partner ecosystem tools strongly preferred.
Experience with tools such as Allbound, Pax8, HubSpot, Gong, Clay, Claude, Tableau, or similar platforms preferred.
Experience working across global regions, including North America, EMEA, and APAC, strongly preferred.

Responsibilities

Own the operational foundation for Nitro’s global channel business across North America, EMEA, and APAC.
Design, document, and improve scalable processes for partner onboarding, deal registration, partner applications, account mapping, growth planning, incentives, reporting, and partner lifecycle management.
Identify gaps in current channel workflows and partner with cross-functional teams to implement cleaner, more reliable operating models.
Establish clear operational standards, SLAs, and process ownership across Channel, Sales, RevOps, Finance, Marketing, Legal, and Partner Operations.
Ensure channel processes are simple enough for field teams and partners to follow, while robust enough to support global scale.
Own the day-to-day administration and continuous improvement of Nitro’s channel technology stack, including Salesforce, Allbound, Pax8-related workflows, and other partner systems.
Manage partner portal structure, access, content hygiene, program materials, and partner-facing resources.
Improve Salesforce workflows related to partner accounts, deal registration, partner applications, opportunity routing, partner attribution, and reporting.
Identify and resolve system friction that slows partner activity, causes misrouting, reduces adoption, or creates internal confusion.
Partner with RevOps and IT to manage integrations between channel systems, CRM, reporting tools, marketing automation, and marketplace platforms.
Support the operational delivery of Nitro’s Partner Program across partner types, tiers, and regions.
Manage partner onboarding workflows from application intake and agreement execution through portal access, enablement, and first deal registration.
Operationalize partner program components including deal registration, rebates, incentives, margin programs, incumbency protection, cost-plus processes, MDF, partner tiering, and program eligibility.
Maintain current documentation for channel programs, partner rules of engagement, process guides, and internal field instructions.
Partner with Channel leadership to ensure programs are consistently executed across regions while allowing for necessary regional nuance.
Own channel performance data and translate it into clear, actionable insights for Channel leadership and cross-functional stakeholders.
Build and maintain dashboards covering partner revenue, pipeline, partner-sourced and partner-influenced opportunities, deal registration activity, partner engagement, portal activity, campaign participation, and program performance.
Provide reporting to support QBRs, partner business planning, regional reviews, executive updates, and internal operating reviews.
Analyze partner performance to identify top contributors, at-risk partners, inactive partners, growth opportunities, and program gaps.
Track key channel metrics including bookings, pipeline creation, NRR, expansion revenue, deal registration conversion, partner activation, account mapping sessions, growth planning sessions, and partner lifecycle progression.
Improve visibility into channel attribution and ensure leadership has a trusted view of partner contribution.
Use AI, automation, and workflow tools to streamline manual channel operations processes.
Identify opportunities to automate partner intake, data enrichment, account matching, partner routing, reporting preparation, enablement follow-up, and field notifications.
Partner with RevOps and Sales Development to improve workflows involving Clay, Claude, Gong, Salesforce, HubSpot, and related tools.
Build scalable operating models that reduce dependency on manual tracking, one-off Slack follow-ups, and tribal knowledge.
Help create a more intelligent channel engine that improves speed, accuracy, and consistency across the partner ecosystem.
Act as the operational bridge between Channel and the internal teams required to support partner success.
Work with Finance to support partner margin structures, rebate tracking, MDF, program cost tracking, and payout-related workflows.
Partner with Marketing on partner campaigns, MDF administration, co-marketing execution, event follow-up, and partner engagement tracking.
Work with Legal and Compliance to maintain partner agreements, program documentation, approval workflows, and contract process visibility.
Partner with Sales and RevOps to improve routing, account ownership, opportunity attribution, forecasting hygiene, and field adoption of channel processes.
Serve as a key escalation point when operational gaps are creating friction for partners, field teams, or customers.