Partner Operations Manager

Role Overview

• Own the day-to-day operational support for partner, channel, and reseller motions (deal registration, approvals, pricing, workflows, agreements, exception handling)
• Partner with leadership to operationalize partner programs and tiers (benefits, discounts, incentives, requirements) and ensure they are reflected accurately in systems and processes
• Maintain and execute reseller agreements, including standard and non-standard terms impacting bookings, margins, and commissions
• Create and maintain internal and external documentation and training on partner processes (deal reg, marketplace flows, fees, approvals) ensuring clarity for internal teams and partners
• Support joint solution and co-selling motions between direct sales and partners, ensuring clear rules of engagement and attribution
• Serve as a key business owner for partner-related data, processes, and systems (Salesforce, CPQ, partner portals, co-selling tools, marketplace integrations)
• Support the operational workflows for marketplace transactions (AWS, Azure, GCP), including offer creation, credit/ license allocation, and system support. Ensure correct product mapping, pricing, discounts, and fees are reflected in marketplace offers and internal systems.
• Build and maintain dashboards and reporting for partner performance (pipeline, bookings, ACV, margins, marketplace volume). Partner with Finance and Accounting to ensure accurate recognition of reseller business.
• Analyze partner and channel performance to identify gaps, opportunities, and process improvements that increase productivity and profitability.
• Ensure that partner fees, discounts, rebates, and incentives (MDF, SPIFFs, referral fees, marketplace fees, etc.) are correctly set up, tracked, and reconciled
• Define and maintain data standards for partner accounts, contacts, registrations, and opportunities to ensure clean reporting

Requirements

• 3–5+ years of experience in Partner Operations, Channel Operations, Revenue Operations, or Sales Operations at a B2B technology or SaaS company
• Direct experience supporting both direct and indirect selling motions, including resellers, distributors, and cloud marketplaces
• Strong working knowledge and experience supporting one or more cloud marketplaces (AWS Marketplace, Azure Marketplace, GCP Marketplace) including opportunity submission, tracking, and reporting
• Experience with reseller and channel agreements, including discount structures, partner fees, and incentives
• Hands-on experience with Salesforce (and ideally CPQ and/or PRM tools) for managing partner accounts, opportunities, and deal registration. Experience with designing and maintaining fields, workflows, integrations, and dashboards.
• Advanced analytical skills with the ability to work with large data sets, build reports, and generate insights to inform decision-making
• Proven ability to design, document, and improve processes, balancing governance with ease-of-use for internal teams and partners
• Familiarity with SaaS revenue recognition and bookings policies related to indirect and marketplace deals is preferred
• Excellent communication and stakeholder management skills; able to collaborate effectively with Partner/Channel leadership, Sales, Finance, Legal, and external partners.
• Highly organized, detail-oriented, and comfortable operating in a fast-paced, high-growth environment.

Tech Stack

• AWS
• Azure
• Cloud
• Google Cloud Platform

Benefits

• Health insurance
• Remote work options