Channel & Partner Operations Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the main operational business partner to the VP of Partners, converting global partner strategies into scalable processes, operational cadences, and measurements across reseller, distributor, and referral activities.

• Develop Procore's partner measurement framework, which includes partner-sourced and partner-influenced attribution logic, authorized data, a single source of truth, reporting, and dashboards.

• Create and implement the deal registration policy, including workflows, service level agreements (SLAs), and resolution processes for channel conflicts between partner and direct activities.

• Establish the global partner operating rhythm, which encompasses pipeline and forecast reviews, partner performance reporting, and executive-level business assessments.

• Collaborate with Revenue Planning on partner targets, quotas, capacity assumptions, and planning cycles.

• Serve as the business representative to Systems and IT regarding partner data architecture, Partner Relationship Management (PRM), and Salesforce requirements.

• Assist with two-tier distribution mechanics, including partner hierarchy, account and opportunity data integrity, and operational transitions.

• Conduct qualitative and quantitative analyses to identify gaps and monitor the effectiveness of improvements.

• Build an internal network across North America (NAMER), Europe, the Middle East and Africa (EMEA), and Asia-Pacific (APAC) to promote global adoption of partner processes.

• Aid in the development of partner policies and program documentation.

⛳️ Requirements

• A BA/BS degree is preferred; an MBA or similar advanced degree is an advantage.

• Over 6 years of experience in revenue, sales, or business operations, including direct channel or partner operations experience in supporting reseller, distributor, and/or referral activities.

• Proven experience in developing partner reporting and attribution from an initial or undefined state.

• Familiarity with deal registration design and channel conflict management.

• Experience supporting a global partner organization, with knowledge of how reseller and distributor operations vary across regions.

• Experience in a large-scale technology company is essential.

• Proficient in Salesforce; familiarity with PRM platforms and partner data models is preferred.

• Strong problem-solving and analytical abilities; demonstrated capacity to structure ambiguous challenges, devise solutions, and create high-quality executive presentations.

• Excellent communication skills with the capability to present to large audiences and utilize storytelling to align various business segments.

• Ability to collaborate and cultivate effective relationships with Procorians at different levels and across diverse roles within the organization.

• Comfort in operating in unstructured environments with a strong sense of urgency and the adaptability to pivot as partner strategies evolve.

🏝️ Benefits

• Eligibility for equity compensation.

• Eligibility for bonus incentive compensation.