Senior Business Operations Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Design and implement the operational framework for Carahsoft throughout the US and Canada.

• Define the operating processes, responsibilities, service levels, escalation pathways, and governing documentation.

• Establish decision-making authority regarding pricing, deal registration, partner eligibility, and exceptions.

• Oversee the complete reseller onboarding process, including qualification, certification, enablement, and the first deal.

• Develop activation plans and monitor partner readiness against established targets.

• Identify enablement gaps and collaborate with partner enablement teams.

• Manage the deal flow from reseller registration through quoting, ordering, fulfillment, and booking.

• Track pipeline and bookings data, providing performance reports for leadership.

• Ensure all transactions adhere to program rules, pricing governance, and contractual terms.

• Coordinate pre-buy and inventory structures, along with forecasting, replenishment, and working capital considerations.

• Monitor inventory levels and flag risks to safeguard margins and commitments.

• Ensure compliance with US federal, state, and local procurement regulations.

• Assist in adhering to trade and export controls, sales tax, invoicing, and data privacy regulations across operations in the US and Canada.

• Collaborate with Legal, Finance, Tax, and Trade Compliance teams to address jurisdiction-specific inquiries.

• Act as the primary operational contact between ServiceNow and Carahsoft on a daily basis.

• Foster relationships with sales leaders, partner managers, and central GPC functions.

• Escalate issues with well-defined options and recommendations, and drive towards resolution.

• Define and monitor key performance indicators for distributor performance, partner activation, and time to revenue.

• Identify opportunities for process enhancements and document lessons learned.

⛳️ Requirements

• Over 8 years of experience in channel operations, distribution management, or indirect sales operations.

• At least 3 years in a senior or leadership role.

• Direct experience in managing or operationalizing a distributor or channel partner program within the US or Canada.

• Understanding of public sector contracting, including GSA schedules and cooperative purchasing contracts.

• Familiarity with sales tax, export controls, and invoicing obligations in the US and Canada.

• Strong operational discipline with the ability to transform a launch plan into an operational system.

• Exceptional written and verbal communication skills in English.

• Capability to collaborate across Sales, Finance, Legal, and Partner Management while influencing without direct authority.

• Proficiency in Excel and business reporting tools.

• Experience with CRM and partner management platforms.

• Willingness to travel regularly to Carahsoft and partner locations.

• Authorization to work in the United States.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time away plan.

• Family leave programs.

• Flexible or remote work options.

• Support for reasonable accommodations.