Sales Operations Manager, Channel

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Lead the business implementation of Clio’s new AI-driven Partner Relationship platform, encompassing requirements, configuration, data model, partner journeys, migration, and adoption.

• Manage the platform roadmap post-launch, ensuring Salesforce remains the system of record.

• Reduce partner-side friction, particularly in partner portal lead conversion.

• Map and document Clio’s channel processes from start to finish, including referral and reseller partner motions.

• Identify and rectify operational gaps that hinder partner account managers.

• Oversee partner-attributed pipeline architecture in Salesforce, including sourced, influenced, and co-sell categorization.

• Manage channel measurement architecture that includes partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contributions by tier.

• Govern partner program tier mechanics, channel routing and territory logic, rules of engagement, and associated enablement materials.

• Act as the escalation and decision-making point for partner attribution and credit disputes.

• Represent channel operations during annual planning, QBRs, and GTM launches.

• Integrate operational feasibility into the design of partner programs and incentives.

• Assist with partner pipeline inspections and forecast roll-ups alongside Channel Sales leadership.

• Own the partner performance narrative that leadership plans against.

• Collaborate with Channel, Sales, Customer Success, Marketing, Finance, and Legal teams.

⛳️ Requirements

• 4+ years of relevant experience, predominantly in channel or partner operations.

• Hands-on experience with Salesforce, including channel-specific objects and relationships (Partner, Opportunity splits, lead source attribution) and reporting.

• Proven track record of managing channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin/discount governance.

• Experience in establishing or significantly re-platforming a PRM tool or partner portal.

• Demonstrated ability to navigate ambiguity and develop a robust operating model.

• Capability to influence across functions without formal authority, especially when faced with competing incentives.

• Proficient use of AI tools to optimize workflows, derive insights, and scale operational processes.

• Experience managing a partner channel across various regions or during market entry or M&A integrations (strongly preferred).

• High proficiency in Google Sheets or Excel for channel performance modeling and BI tools for partner contribution and attribution reporting (strongly preferred).

• Familiarity with SalesLoft, ChiliPiper, Gong, and ZoomInfo (strongly preferred).

• Salesforce Admin certification (strongly preferred).

🏝️ Benefits

• Competitive and equitable salary.

• Comprehensive health benefits, including dental and vision insurance.

• Hybrid work environment.

• Flexible time off policy, with a recommended 20 days off annually.

• EAP benefits for you and household members, featuring counseling and online resources.

• 401k matching.

• Child Education Savings.

• Clioversary recognition program with special acknowledgment at 3, 5, 7, and 10 years.

• Accessibility accommodations provided during the recruitment process.