Global Channel Sales Operations Advisor

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

📋 Description

• Take ownership and enhance the Netwrix global partner program, including its tier structure, partner requirements, benefits, and progression criteria.

• Establish and uphold a global deal registration policy, encompassing rules of engagement between direct and channel, conflict resolution, and co-sell guidelines.

• Collaborate with Legal to maintain global partner agreement templates; oversee partner contract compliance and annual tier recertification.

• Ensure the integrity of SFDC channel data across all regions, including partner account hierarchy, opportunity source tagging, CAM assignments, deal registration objects, and renewal linkage.

• Act as the business owner for the partner portal, managing the enhancement roadmap, content updates, and configuration changes in collaboration with IT.

• Develop and sustain channel reporting in Salesforce, covering pipeline by region and tier, new license bookings, renewal coverage, deal registration conversion, and CAM productivity metrics.

• Assist in the partner renewal process, including renewal opportunity support, partner notification cadence, at-risk flagging, and CAM assignment for approximately a $200M annual renewal book.

• Generate a weekly renewal at-risk report and maintain partner renewal forecast visibility in SFDC for Sales Operations leadership.

• Design, implement, and monitor partner incentive programs such as rebates, SPIFFs, co-op/MDF, and new license or renewal accelerators.

• Oversee incentive approval workflows, payout tracking, and ROI reporting, while building and maintaining the annual channel incentive budget in conjunction with Finance.

• Onboard new CAMs to the Netwrix channel systems, tools, and processes, and uphold a global CAM operations playbook.

• Serve as the primary escalation point for CAMs regarding operational issues such as portal access, SFDC data problems, deal registration disputes, and incentive inquiries.

• Represent the channel in cross-functional Sales Operations initiatives, including pricing changes, product launches, system enhancements, and marketing programs.

⛳️ Requirements

• 5–7 years of experience in channel operations, partner programs, or sales operations within a B2B software or technology firm.

• Direct experience in channel operations, not solely channel sales, is essential.

• Proven experience in designing or administering partner program components such as tier structures, deal registration, partner incentives, rebates, MDF, or co-op programs.

• Hands-on experience with Salesforce (SFDC) is required, including partner account management, opportunity tracking, reporting and dashboards, and data governance.

• Familiarity with Salesforce Experience Cloud or a PRM platform is a significant advantage.

• Experience managing or closely overseeing a partner portal, including content management, user access, deal registration workflows, and partner-facing functionalities.

• Ability to work comfortably across various time zones and regions.

• Previous support or collaboration with international teams (NAM and at least one of EMEA or APAC) is beneficial.

• Capable of building and interpreting channel reports, translating data into operational recommendations.

• Proficient in working with SFDC reports, Excel, or a BI tool.

🏝️ Benefits

• Competitive Health Benefits

• Continuous Learning and Development Opportunities

• Team-Oriented, Collaborative, and Innovative Work Environment

• Regular Company Town Halls to Keep You Informed

• Opportunities for Career Growth and Advancement