Director, Partner Operations

Role Overview

• Own the strategy and execution of the global partner program — tier design, qualification criteria, benefits, and incentive frameworks across reseller, referral, GSI, and hyperscaler partner types
• Define and govern deal registration, MDF, co-sell rules, and discount tier structures with Sales and Finance
• Drive program consistency across a multi-brand portfolio so partner experience is coherent regardless of which product line a partner engages with
• Lead partner program integration for acquisitions — onboarding acquired partner bases, harmonizing tiers, and reconciling tool environments
• Own the partner tech stack end-to-end: Impartner, Salesforce partner structures, and integrations with NetSuite, Workday, and Highspot
• Partner with IT, Sales, and RevOps to maintain reliable data flows between partner systems and core CRM/ERP infrastructure
• Maintain the integrity and accuracy of partner data — segmentation, tier classification, duplicate resolution, and enrichment — as a continuous operational discipline
• Define and lead system enhancement initiatives that improve productivity for partners and channel managers
• Manage and evolve the partner portal as the primary self-serve destination for partner resources, deal management, and program information
• Build executive-facing dashboards tracking partner pipeline contribution, program ROI, activation rates, and operational health
• Lead and develop a team of partner operations specialists across portal management, IT integrations, data quality, and partner satisfaction

Requirements

• Bachelor’s degree in Business, Marketing, or a related field
• 10+ years of channel program, partner operations, or indirect sales operations experience in B2B software or SaaS
• Demonstrated experience owning partner program design — tiers, benefits, incentives, deal registration, and co-sell motions
• Hands-on experience with partner technology platforms (Impartner, Salesforce PRM, PartnerTap, Pardot, Power BI, or equivalent)
• Strong analytical capability: build reporting frameworks, interpret partner performance data, and present insights to executive audiences
• Proven track record leading cross-functional programs across Sales, Marketing, Finance, IT, and Product
• Experience managing and developing a team

Tech Stack

• ERP

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Remote work options