Senior Channel Revenue Operations

Accountabilities: Design, build, and manage end-to-end channel operational processes, including partner onboarding, deal registration, co-selling workflows, partner segmentation, tiering models, and incentive management programs. Establish and document scalable standard operating procedures (SOPs) to ensure alignment across Sales, Marketing, Finance, and Revenue Operations functions. Identify operational bottlenecks across the partner lifecycle and implement sustainable solutions that improve efficiency and scalability. Define reporting frameworks and partner performance metrics, including pipeline contribution, partner-sourced and influenced revenue, partner health, conversion rates, and program ROI. Develop and maintain executive dashboards and business review packages, translating complex data into actionable insights and strategic recommendations. Own and optimize partner-related systems and tools, including PRM platforms, Salesforce configurations, partner portals, deal registration processes, and ecosystem intelligence workflows. Collaborate closely with Analytics and Enterprise Systems teams to define business requirements, support systems enhancements, and ensure accurate data governance. Partner with Channel leadership, Finance, and Marketing teams to support compensation models, incentive programs, co-marketing initiatives, lead routing, and broader go-to-market strategies. Support annual and quarterly planning cycles, including revenue forecasting, partner capacity planning, governance policies, and operational readiness initiatives. Act as a key escalation point for complex channel systems and process challenges while contributing to enablement initiatives and organizational change management. Requirements 8–10+ years of experience in Revenue Operations, Sales Operations, or Channel Operations, with significant exposure to partner-led go-to-market models. Proven experience designing and scaling channel operations programs for VAR, MSP, and distributor ecosystems from the ground up. Deep expertise in Partner Relationship Management (PRM) platforms, particularly Impartner, including portal administration, workflow design, deal registration, and MDF management. Strong hands-on experience with Crossbeam, including account mapping, ecosystem intelligence, co-sell processes, and partner data integration. Advanced Salesforce knowledge, including partner account structures, opportunity management, automation, reporting, and channel-specific configurations. Demonstrated ability to work closely with Analytics and Enterprise Systems teams to define requirements and deliver reporting and technology enhancements. Strong analytical capabilities with experience using Excel, Google Sheets, BI tools, and dashboarding platforms to create operational models and executive reporting. Experience supporting channel compensation programs, partner incentives, MDF structures, attainment tracking, and revenue attribution frameworks. Excellent communication and stakeholder management skills, with the ability to influence senior leaders and translate complex operational concepts into strategic recommendations. Strong organizational and project management capabilities, with a proven ability to manage multiple initiatives simultaneously in fast-paced, high-growth environments. Fluent English communication skills, both written and verbal. Benefits Fully remote work opportunity within India. Exposure to a high-growth, technology-driven environment with global collaboration opportunities. High level of ownership and strategic visibility within partner and go-to-market initiatives. Opportunity to work with modern revenue technologies, analytics platforms, and channel ecosystems. Collaborative and inclusive culture that values innovation, diverse perspectives, and continuous learning. Career development opportunities with exposure to executive leadership and cross-functional teams. Competitive compensation package aligned with experience and expertise. Flexible remote-first work environment that supports work-life balance and professional growth.