Channel Strategy, Operations

Responsibilities

Channel Partner Program Management

• Manage the Americas Channel Partner Program, aligning program structure, benefits, and execution with global strategy.
• Oversee partner onboarding, training tracking, and certification management across cybersecurity offerings.
• Collaborate with Channel Marketing and Enablement teams to improve partner-facing processes, communications, and enablement materials.
• Maintain partner program tracking dashboards and provide reporting analysis on the channel landscape.

Operational Excellence and Process Optimization

• Maintain and streamline partner data across CRM, PRM, and marketplace systems, ensuring accuracy and compliance.
• Manage and triage Salesforce channel support cases.
• Identify and propose process improvements that enhance operational efficiency.
• Ensure understanding and application of core channel motions.

Analytics, Insights, and Reporting

• Analyze partner performance and marketplace activity to identify trends, risks, and growth opportunities.
• Track and report KPIs including partner pipeline, certification rates, renewals, and tier performance.
• Provide analytical insights using Excel or Google Sheets, CRM data, and BI tools such as Salesforce and Power BI.

Partner Engagement, Enablement, and Communications

• Deliver live partner-facing presentations, operational updates, and quarterly business review materials.
• Collaborate with channel sales and marketing teams on strategic partner go-to-market initiatives.
• Support partner enablement activities, including onboarding readiness, messaging alignment, and content development.
• Assist with partner communications, newsletters, and updates for partner portals or PRM systems.

Marketplace and Ecosystem Support

• Support partners using cybersecurity solution marketplaces, including AWS, Azure, and distributor portals.
• Maintain marketplace data accuracy and assist partners with listing, transaction, and operational challenges.

Business Growth Support

• Contribute to growth across operational excellence, channel enablement, channel segmentation, and Microsoft Marketplace engagement.

Requirements

• Bachelor’s degree in Business, Marketing, Operations, or a related field.
• 5–7 years of experience in channel operations, sales operations, or partner program management within cybersecurity or technology.
• Analytical and reporting expertise with Excel or Google Sheets, CRM systems, and BI tools such as Salesforce and Power BI.
• Strong organizational, communication, and process-oriented skills.
• Demonstrated ability to create and deliver live training and presentations to internal and external audiences.
• Ability to work and communicate effectively in a hybrid environment with global teams.
• Self-motivated and able to work independently.

Nice-to-haves

• Experience with multi-tier channel ecosystems and distribution.
• Hands-on experience developing partner enablement or onboarding programs.
• Knowledge of cybersecurity sales models, partner incentives, or reseller frameworks.
• Familiarity with PRM systems, e-learning platforms, or partner incentive management tools.
• Experience supporting or managing partners through marketplace platforms.
• Experience working with Microsoft ISVs.