Partner Operations Manager

Job Description Summary

The Partner Operations Manager is responsible for overseeing the day-to-day management of partner sales activities, ensuring operational efficiency and partner success. Key responsibilities include managing the partner pipeline, administering deal registration, and collaborating with the Global Partner Sales organization.

This role partners with and supports the Head of Global Partnerships and Alliances, maintaining solid relationships with co-workers within the partner organization, and uses a data-driven approach to strategize opportunities for growth.

The Partner Operations Manager will be involved with ad hoc and repeatable data analysis, reporting, contract negotiation, process optimization, partner portal updates, and deal registration.

• Administer global partner pipeline, register opportunities with our partners, inspect data accuracy and ensure the pipeline collaboration between relevant stakeholders on Grid Software and partner side
• Create and manage global deal registration process and policies
• Track and analyze pipeline development, velocity and propose improvements
• Manage pipeline review cadence and collaboration

• Build and manage partner business reporting and invoicing processes
• Continuously develop and optimize partner business processes and practices thriving for efficiency and ease of doing business
• Track key partner business KPIs and metrics, providing insights to leadership
• Drive global channel forecasting, reporting rigor and cadence, to ensure full transparency for executive leadership
• Support tasks and activities related to partner onboarding and management within our internal systems
• Partner with Finance, Legal, Commercial & Marketing Management to establish Partner operating plan as well as working to define and set Key Performance Metrics (KPIs) to effectively manage and track against Partner strategic goals.

• Define and manage partner processes, ensuring efficiency and effectiveness
• Manage and administer partner programs, including tiers, benefits, and incentives
• Develop and implement partner communication strategies
• Plan, Manage and Operate Partner Program
• Define and execute alliance promotions and incentive programs, that drive channel contribution

• Manage and optimize the partner portal, ensuring a user-friendly experience
• Implement and maintain automation tools to streamline partner operations
• Develop and maintain comprehensive partner documentation and knowledge base
• Develop and enhance current operational infrastructure, with goal to build out best in class, optimized and automated solutions
• Integrate tooling with Salesforce.com and design end-to-end operational process

• 5+ years of experience in partner operations or channel management.
• Proven track record of successfully managing and growing partner ecosystems.
• Strong understanding of hyperscaler ecosystems (AWS, Google Cloud, Microsoft Azure).
• Experience with partner relationship management (PRM) tools and automation platforms.
• Proven experience supporting and partnering with Channel & Alliance organizations preferred
• Strong analytical capabilities and previous experience developing data-driven analysis
• Business planning for a high growth, global business
• Proven ability to work across organizations
• Aptitude in critical thinking skills & problem solving
• Experienced knowledge of Salesforce.com CRM Solution
• Experience with Business Intelligence or Data Visualization tools such as Microsoft Excel, Tableau, or PowerBI
• Proven ability to be both strategic and tactical.
• Demonstrated ability to analyze and resolve problems.
• Demonstrated ability to lead programs / projects.
• Ability to document, plan, market, and execute programs.
• Established project management skills.