Partner Operations Manager

This is a fully remote position, open to applicants in Costa Rica.

📋 Description

• Take charge of the daily operational support for partner, channel, and reseller activities (deal registration, approvals, pricing, workflows, agreements, and exception handling).

• Collaborate with leadership to implement partner programs and tiers (benefits, discounts, incentives, requirements) and ensure accurate reflection in systems and processes.

• Manage and execute reseller agreements, including both standard and non-standard terms that affect bookings, margins, and commissions.

• Develop and maintain internal and external documentation and training on partner processes (deal registration, marketplace flows, fees, approvals) to ensure clarity for both internal teams and partners.

• Facilitate joint solutions and co-selling initiatives between direct sales and partners, ensuring well-defined rules of engagement and attribution.

• Act as a primary business owner for partner-related data, processes, and systems (Salesforce, CPQ, partner portals, co-selling tools, marketplace integrations).

• Assist in the operational workflows for marketplace transactions (AWS, Azure, GCP), including offer creation, credit/license allocation, and system support. Ensure accurate product mapping, pricing, discounts, and fees in marketplace offers and internal systems.

• Create and manage dashboards and reports for partner performance (pipeline, bookings, ACV, margins, marketplace volume). Work alongside Finance and Accounting to ensure accurate recognition of reseller business.

• Evaluate partner and channel performance to discover gaps, opportunities, and process enhancements that boost productivity and profitability.

• Ensure proper setup, tracking, and reconciliation of partner fees, discounts, rebates, and incentives (MDF, SPIFFs, referral fees, marketplace fees, etc.).

• Establish and uphold data standards for partner accounts, contacts, registrations, and opportunities to guarantee clean reporting.

⛳️ Requirements

• 3–5+ years of experience in Partner Operations, Channel Operations, Revenue Operations, or Sales Operations within a B2B technology or SaaS organization.

• Direct experience in supporting both direct and indirect sales models, including resellers, distributors, and cloud marketplaces.

• Strong knowledge and hands-on experience with one or more cloud marketplaces (AWS Marketplace, Azure Marketplace, GCP Marketplace), including opportunity submission, tracking, and reporting.

• Experience with reseller and channel agreements, encompassing discount structures, partner fees, and incentives.

• Practical experience with Salesforce (preferably alongside CPQ and/or PRM tools) for managing partner accounts, opportunities, and deal registration, including designing and maintaining fields, workflows, integrations, and dashboards.

• Advanced analytical skills capable of handling large data sets, creating reports, and generating insights to guide decision-making.

• Established ability to design, document, and enhance processes, achieving a balance between governance and usability for internal teams and partners.

• Familiarity with SaaS revenue recognition and bookings policies related to indirect and marketplace deals is preferred.

• Excellent communication and stakeholder management skills; adept at collaborating effectively with Partner/Channel leadership, Sales, Finance, Legal, and external partners.

• Highly organized, detail-oriented, and comfortable working in a fast-paced, high-growth environment.

🏝️ Benefits

• Health insurance

• Remote work options