The Partner Operations Manager will drive efficiency and accuracy in our channel and partner-driven revenue streams. You'll manage the full lifecycle of partner-related operations, from deal registration and approvals to pricing workflows and agreement execution, ensuring seamless collaboration between internal teams and external partners.
Key Responsibilities
- Manage daily operations for channel, reseller, and marketplace activities, including deal registration, pricing, approvals, and exception handling
- Implement and maintain partner programs, tiers, and incentives, ensuring alignment across systems and teams
- Oversee reseller agreements—standard and custom—focusing on terms that affect bookings, margins, and commissions
- Develop and maintain documentation and training materials for internal stakeholders and partners on key processes
- Support co-selling initiatives by defining clear engagement rules and attribution models between direct sales and partners
- Act as the operational owner for partner systems including Salesforce, CPQ, PRM platforms, and marketplace integrations
- Manage transaction workflows for AWS, Azure, and GCP marketplaces, ensuring accurate product mapping, pricing, and license allocation
- Build dashboards and reports to track partner performance metrics such as pipeline, bookings, ACV, and marketplace volume
- Collaborate with Finance and Accounting to ensure proper revenue recognition for reseller and marketplace deals
- Monitor and reconcile partner incentives, fees, rebates, and discounts across programs
- Define and enforce data standards for partner accounts, contacts, and opportunities to maintain reporting integrity
What You Bring
- 3–5+ years of experience in Partner, Channel, or Revenue Operations within a B2B SaaS or technology environment
- Proven experience supporting indirect sales models, including resellers, distributors, and cloud marketplaces
- Working knowledge of AWS, Azure, or GCP Marketplace operations, including submission, tracking, and reporting
- Experience managing reseller agreements, discount structures, and incentive programs
- Strong proficiency with Salesforce and CPQ; familiarity with PRM tools is a plus
- Advanced analytical skills with experience building reports and extracting insights from large datasets
- Ability to design, document, and refine operational processes that balance control with usability
- Excellent communication and cross-functional collaboration skills across Sales, Finance, Legal, and partner teams
- Highly organized with sharp attention to detail in fast-moving, high-growth environments
Nice to Have
- Understanding of SaaS revenue recognition principles as they apply to indirect and marketplace transactions
