Global Channel GTM Manager

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Identify solutions for Channel Sales, effective sales strategies, and best practices for the distribution channel.

• Design and refine global distribution channel routes-to-market across various geographies, segments, and partner types.

• Develop frameworks for partner segmentation, coverage models, and strategies for capacity planning.

• Define scalable operating models that balance global standardization with flexibility at the regional level.

• Assess the performance of the distribution and reseller ecosystem, identifying opportunities for growth.

• Lead the Channel Sales Play Center of Excellence and ensure alignment with Business Unit pillar leaders.

• Align go-to-market initiatives with partner programs, value propositions, and sales motions.

• Collaborate with teams from Sales, Marketing, Operations, Finance, Product, and Regional Channel.

• Manage the complete partner journey from recruitment and onboarding to enablement, growth, retention, and renewal.

• Design frameworks for channel compensation, incentive models, and partner performance scorecards.

• Oversee governance of deal registration, standards for pipeline management, and channel compliance.

• Establish KPIs, dashboards, and reporting mechanisms for evaluating partner effectiveness, pipeline health, and revenue contributions.

• Utilize AI-driven insights and analytics to enhance partner productivity, forecasting, coverage, and pipeline performance.

• Identify opportunities for automating and optimizing channel operations and partner engagement.

⛳️ Requirements

• Bachelor’s degree in Business, Technology, Information Systems, Marketing, or a related field.

• Over 10 years of experience in channel sales, sales operations, program management, or related areas.

• Proven experience in managing cross-functional projects and maintaining stakeholder relationships.

• Exceptional communication, presentation, and facilitation skills.

• Strong analytical and problem-solving capabilities.

• Experience with sales enablement, learning management, and collaboration platforms.

• Technical knowledge of networking technology in Campus and Branch areas, particularly with Juniper Mist and/or competitive products.

• Comprehensive understanding of product management, channel ecosystems, and the networking industry.

• Ability to lead cross-functional teams across different geographic locations.

• Strong skills in group facilitation and negotiation.

• Excellent relationship management, leadership, planning, analytical, and financial modeling skills.

• Capacity to work independently and autonomously.

• Experience working with channel partners, distributors, resellers, or alliance ecosystems.

🏝️ Benefits

• Health & Wellbeing benefits that support physical, financial, and emotional wellness.

• Programs for Personal & Professional Development along with career advancement support.

• Flexible work arrangements to accommodate both work and personal needs.

• An inclusive workplace culture.

• Variable incentives may also be available.

• Employee benefits provided in the US.