Director, Partner Programs & Operations

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Act as a strategic and operational partner to the Ecosystem VP and Partner Sales leaders across various theaters.

• Execute AI-assisted operating rhythms, encompassing forecast and pipeline evaluations, quarterly business reviews (QBRs), and executive reporting.

• Ensure cross-functional alignment regarding personnel, processes, and systems.

• Direct annual and quarterly planning efforts for the partner organization, which includes setting targets, capacity planning, and coverage strategies.

• Manage the rules pertaining to partner deal registration, protection, sourcing, and crediting.

• Integrate rules of engagement, deal registration, and attribution into systems and agents.

• Establish workflows for partner-involved leads and deals among ADR, PSD, and AE, focusing on routing, service level agreements (SLAs), and prioritization.

• Collaborate with Deal Desk, Finance, and Legal on resale, referral, and cloud marketplace agreements.

• Work alongside Incentive Compensation on channel-agnostic crediting and referral fees.

• Oversee cloud marketplace operations across AWS, Microsoft Azure, and Google Cloud.

• Handle listings, private offers, co-sell registration, and customer commit drawdown related to marketplace deals.

• Spearhead marketplace launches in new geographical areas.

• Manage marketplace fees and partner involvement in marketplace transactions.

• Define and report on partner KPIs while ensuring the accuracy of partner data.

• Develop partner marketing metrics and link marketing development funds (MDF) and event expenditures to registered deals.

• Create and sustain the partner operations handbook along with repeatable workflows.

• Set up partner onboarding, software access, prospective partner intake, and training for ADR/PSD.

• Oversee partner data architecture, account structuring, deal registration approval alignment, lead routing, and opportunity alerts.

• Assess the long-term compatibility of the Partner Relationship Management (PRM) system.

• Drive the Partner Operations AI roadmap and build or acquire agents and automation solutions.

• Define business requirements for partner tools across Salesforce, PRM, and CPQ platforms.

• Assemble a small team of AI-driven operators and implement changes across Sales, Marketing, Finance, Legal, and Customer Success.

⛳️ Requirements

• Over 10 years of experience in Partner or Channel Operations, Revenue Operations, or Sales Strategy & Operations within a B2B SaaS or infrastructure software environment.

• At least 3 years of experience leading partner operations.

• Direct responsibility for deal registration, rules of engagement, and partner attribution.

• Over 3 years of experience managing a multi-type, multi-region partner ecosystem, including Global System Integrators (GSIs), regional System Integrators (SIs), resellers, distributors, Independent Software Vendors (ISVs), and hyperscalers.

• Hands-on experience in end-to-end partner deal execution for resale, referral, and cloud marketplace transactions.

• Familiarity with partner discounting and requirements for order forms.

• More than 3 years of experience in partner planning, focusing on targets, quotas, capacity, and coverage.

• Experience in designing channel-neutral crediting in collaboration with Incentive Compensation.

• Proven history as a trusted advisor to VP-level Partner or Sales leaders.

• Extensive knowledge of Salesforce, including opportunity design, sourcing fields, and reporting capabilities.

• Experience with Partner Relationship Management (PRM) and Business Intelligence (BI) tools.

• Practical experience using AI tools to automate operational workflows.

• Preferred: Knowledge of hyperscaler co-sell and marketplace functionalities, including AWS ACE, ISV Accelerate, marketplace private offers, Microsoft co-sell, and Google Cloud Partner Advantage.

• Preferred: Experience supporting usage-based or consumption pricing within partner deal frameworks and crediting.

• Preferred: Experience in leading a team from process development to large-scale execution.

• Preferred: Background in API, cloud infrastructure, or AI platforms.

🏝️ Benefits

• Equity

• Bonus

• Health insurance

• Dental insurance

• Vision insurance

• Paid holidays

• Paid time off (PTO)

• Opportunities and tools for professional development