Channel Strategy, Operations

Principal Responsibilities:

Channel Partner Program Management:

• Manage the Americas Channel Partner Program to ensure program structure, benefits, and execution align with global strategy.
• Oversee partner onboarding, training tracking, and certification management across cybersecurity offerings.
• Collaborate with Channel Marketing and Enablement teams to improving partner-facing processes, communications, and enablement materials.
• Manage Partner Program tracking dashboards and provide reporting analysis into the channel landscape.

Operational Excellence & Process Optimization:

• Maintain and streamline partner data across CRM, PRM, and marketplace systems, ensuring accuracy and compliance.
• Manage and triage Salesforce (SFDC) Channel support cases.
• Identify and propose process improvements to enhance operational efficiency.
• Ensure understanding and application of core channel motions.

Analytics, Insights & Reporting:

• Analyze partner performance and marketplace activity to identify trends, risks, and growth opportunities.
• Track and report KPIs such as partner pipeline, certification rates, renewals, and tier performance.
• Provide analytical insights using Excel/Sheets, CRM data, and BI tools (Salesforce and Power BI preferred).

Partner Engagement, Enablement & Communications:

• Deliver live, partner-facing presentations, operational updates, and quarterly business review materials.
• Collaborate with channel sales and marketing to execute strategic partner GTM initiatives.
• Support partner enablement activities, including onboarding readiness, messaging alignment, and content development.
• Assist in partner communications, newsletters, and updates for partner portals or PRM systems.

Marketplace & Ecosystem Support:

• Support partners using cybersecurity solution marketplaces (AWS, Azure, distributor portals). Maintain marketplace data accuracy and assist partners with listing, transaction, or operational challenges.

Business Growth Support Across Channel Pillars:

• Contribute to the growth of the business across Operational Excellence, Channel Enablement, Channel Segmentation, and Microsoft Marketplace engagement.

Required Qualification:

• Bachelor’s degree in Business, Marketing, Operations, or related field.
• 5-7 years of experience in channel operations, sales operations, or partner program management within cybersecurity or technology.
• Analytical and reporting expertise with Excel/Sheets, CRM, and BI tools (Salesforce, Power BI).
• Strong organizational, communication, and process-oriented skills.
• Proven ability to create and deliver live training/presentations to internal and external audiences.
• Ability to work and communicate effectively in a hybrid environment with global teams. Self-motivated with the ability to work independently.

Bonus Skills & Experience:

• Experience with multi-tier channel ecosystems and distribution.
• Hands-on experience with partner enablement or onboarding program development.
• Knowledge of cybersecurity sales models, partner incentives, or reseller frameworks.
• Familiarity with PRM systems, e-learning platforms, or partner incentive management tools.
• Experience supporting or managing partners via marketplace platforms.
• Experience working with Microsoft ISVs.