Field Channel Operations Manager

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

📋 Description

• Enhance Partner sales execution by ensuring Salesforce governance, utilizing Power BI analytics, adhering to processes, and providing additional support for Partner Sales Executives.

• Balance responsibilities evenly between sales operations, analytics, process adherence, and providing inside partner/customer-facing sales support.

• Act as a subject matter expert in Salesforce opportunity management, workflows, forecasting, and reporting.

• Oversee and enhance the accuracy, completeness, consistency, and timeliness of Salesforce data.

• Create dashboards, reports, alerts, and views designed to boost seller productivity and increase leadership visibility.

• Design, maintain, and interpret Power BI dashboards that track pipeline, bookings, revenue, churn, win rates, forecast accuracy, sales activities, and partner performance.

• Convert sales data into actionable insights while identifying trends, pipeline risks, conversion gaps, and growth opportunities.

• Assist in pipeline reviews, forecast inspections, opportunity assessments, territory planning, partner segmentation, and sales capacity analysis.

• Reinforce sales stages, qualification criteria, pricing policies, approval processes, and forecasting methods.

• Provide temporary inside-sales support for PSEs during periods of PTO, travel, company events, or other absences.

• Address partner and customer inquiries and maintain deal momentum through meetings, demonstrations, pricing requests, approvals, and follow-up communications.

• Record interactions, decisions, commitments, and next steps in Salesforce.

• Engage virtually in discovery meetings, solution presentations, demonstrations, business reviews, and deal-strategy discussions.

• Coordinate resources across Solutions Engineering, Product, Marketing, Finance, Legal, and Operations.

• Assist with pricing requests, proposal creation, product inquiries, sales documentation, and internal approvals.

• Support strategic opportunities from qualification to closure while ensuring alignment with the designated PSE.

• Primarily operate through phone, email, video conferencing, and internal collaboration tools.

• Some travel may be necessary for internal meetings, training, or select business events.

⛳️ Requirements

• Bachelor’s degree in Business, Finance, Analytics, Sales, Marketing, or a similar field, or equivalent professional experience.

• A minimum of five years of experience in sales operations, inside sales, revenue operations, sales analytics, channel sales, or account support.

• Familiarity with Intermedia sales processes and the Partner ecosystem.

• Proficient knowledge of Salesforce, including opportunity management, dashboards, reporting, forecasting, and data quality governance.

• Proven experience in creating, maintaining, or interpreting Power BI reports and dashboards.

• Experience in supporting customers, channel partners, or sales representatives in a remote or inside-sales setting.

• Strong grasp of pipeline management, forecasting, opportunity qualification, and sales process governance.

• Ability to quickly comprehend active opportunities and deliver effective temporary coverage across multiple PSE territories.

• Advanced skills in Microsoft Excel and PowerPoint.

• Excellent written, verbal, presentation, and virtual meeting skills.

• Capability to manage multiple priorities and respond effectively to time-sensitive partner and customer demands.

• Ability to influence behavior and uphold accountability without direct reporting authority.

• Preferred: Experience in technology, telecommunications, SaaS, cloud communications, managed services, or a channel-led sales organization.

• Preferred: Background in supporting reseller, MSP, or indirect-sales business models.

• Preferred: Knowledge of recurring-revenue metrics, such as MRR, ARR, retention, churn, and customer lifetime value.

• Preferred: Experience in managing complex, multi-stakeholder sales opportunities.

• Preferred: Understanding of consultative selling, value-based selling, and formal opportunity qualification methodologies.

🏝️ Benefits

• Equal opportunity employer.

• Commitment to diversity and inclusion.

• Reasonable accommodations for identified disabilities or other limitations as required by law.

• Non-discrimination based on protected classes.