Channel Operations Manager

POSITION SUMMARY:

As part of the Revenue Operations team, the Channel Operations Manager is responsible for overseeing and optimizing the company’s partner ecosystem operations to accelerate sales growth and market expansion through indirect channels. This role focuses on developing, managing, and scaling operational processes to support channel and insurance partners. The Channel Operations Manager will contribute to channel strategy, assist in designing partner programs, own channel operation processes, and ensure the successful execution of sales initiatives through indirect sales channels. This position is pivotal in supporting new partner opportunities and driving the company’s growth in the video telematics industry through indirect channels.

ESSENTIAL FUNCTIONS:

To perform this job successfully, an individual must be able to perform each essential function satisfactorily.

Channel Program Operationalization & Execution:

• Develop and maintain comprehensive, scalable channel operations for new and existing partners to align with the company's growth objectives.
• Regularly assess the effectiveness of channel program operations and recommend improvements to increase partner success and satisfaction.
• Optimize the partner onboarding process to reduce time to revenue, ensuring new partners can quickly go to market.
• Train new Netradyne team members to scale channel operations.

Leadership & Team Collaboration:

• Collaborate with channel sales, sales, marketing, and product teams to ensure alignment between channel operations initiatives and corporate goals.
• Act as the main point of escalation for key partner-related operational issues, ensuring rapid and effective resolution.

Channel Performance Reporting & Management:

• Analyze partner performance data to identify trends, opportunities, and areas for improvement.
• Operationalize end-to-end reporting visibility of all channel performance (booking, revenue, pipeline, KPIs)
• Establish a channel forecasting process and own the forecast
• Continuously monitor partner performance and trends through business reviews, KPIs, and performance metrics.

Channel Operations Processes and System

• Define and own channel operation process definitions across all channel partners, including reselling and co-sell partners
• Collaborate with various internal and external stakeholders to build and execute channel operation capability roadmap.

Partner Enablement & Development:

• Design and implement partner enablement programs, including sales training, product education, and technical certifications, to ensure partners are well-equipped to sell and support the company’s products.
• Collaborate closely with the Business Process Manager to develop and execute partner portal roadmap that improves operational efficiency for both Netradyne and partners.
• Perform other duties as assigned.
• Enhance professional growth and development through participation in educational programs, current literature, and training.

QUALIFICATIONS:

Ability to (Competencies):

• Integrity: Establish and maintain honest, effective relationships with employees at all levels in the organization and gain their trust and respect. Accessible, a good listener and put others at ease at all times. Develop a reputation for being dependable, sincere, and trustworthy. Adapt to change and shift gears comfortably.
• Innovation: Develop new ideas and suggest new visions for the company. Take a creative approach to implementing business policies. Have self-knowledge and confidence to communicate, listen and persuade colleagues in an effort to improve the company on all levels.
• Initiative: Work independently, work under pressure and meet deadlines. Prepare clear and concise reports without the need for constant management. Combine analysis, experience and judgment to make good decision in a timely manner. Tenacity to make important decisions with limited information and tight deadlines while learning to be flexible in other situations.
• Intelligence: Utilize relevant experience and resources to be very productive and efficient in planning and executing work. Orchestrate multiple activities at once to accomplish a goal. Seek input and advice from colleagues in order to receive more successful results pertaining to reports and projects. Focus on the achievement of goals that produce results.
• Interaction: Build morale and motivate the team with energy, encouragement and enthusiasm. Recognize solutions for difficult or conflict situations—seeking feedback on how to resolve issues. Distinguish the need to change the personal and interpersonal behavior of colleagues in an efficient matter. Eagerness to be part of a team-unit and cooperate in the accomplishment of departmental goals and objectives.

Professional Qualifications

• Required
• Minimum 5 years of experience in a channel / partner operations role within a tech company
• Minimum 3 years of hands-on experience working with Salesforce partner portals 
• Proven track record in operationalizing channel management programs
• Experience with B2B sales organizations and the ability to understand and navigate complex partner sales cycle and relationship management
• Strong understanding of SaaS subscription business and related KPIs 
• Preferred
• Familiarity with hardware resell and distribution model
• Team management experience
• Implementation experience of Salesforce partner portal
• Operation experience with Salesforce CPQ and ERP (especially NetSuite)

EDUCATION:

Bachelor’s degree required.

Compensation Package_Perks of being a Netradyne employee: 

• Salary + eligibility for yearly bonus  
• Company equity
• Company Paid Health Care, Dental, and Vision Coverage for you and most of your dependents
• Generous PTO and Sick Leave
• 401(K) with generous company match
• Disability, Life Insurance and Ancillary Benefits
• And much more!