Partner, Channel Strategy and Programs

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Requirements:

• Bachelor’s degree in Business, Marketing, or a related field.
• At least 5 years of experience in channel programs, partner management, or related roles in the SaaS or technology industry.
• Strong project management skills with the ability to work independently on complex initiatives.
• Experience working with partner ecosystems, including resellers, distributors, and technology alliances.
• Strong analytical skills and ability to translate data insights into actionable improvements.
• Excellent communication and collaboration skills in a cross-functional environment.

Responsibilities:

• Work directly with high-potential partners and Partner/Disti Sales Managers to identify revenue and sales growth opportunities.
• Collaborate on joint business plans and GTM program initiatives tailored to specific partner and market challenges for Top 20 Partners.
• Analyze partner performance trends and recommend actions to maximize ROI, integrating key insights into executive QBRs and GSC Business Reviews
• Serve as a bridge between the Partner Success Manager and Channel Reporting Lead to ensure data insights translate into actionable strategies
• Triangulate growth and risk trends with regional sales leaders, PxMs weekly, monthly, quarterly
• Run Partner QBRs with PSMs, DSMs on priority partners, orchestrating requirements and insights with proposed programmatic solutions
• Recommend and monitor key performance indicators (KPIs) for channel activities, providing regular performance updates and insights to the executive leadership team.
• Implement data-driven strategies to continuously improve channel effectiveness and efficiency.
• Analyze partner sales pipelines and identify ways to accelerate deal cycles.
• Work with internal teams (sales, marketing, and enablement) to create joint GTM campaigns, incentives, and co-marketing opportunities.
• Collaborate with the Channel Reporting Lead to create dashboards showing partner performance trends (e.g., revenue contribution, deal velocity, customer lifetime value).
• Use data to identify opportunities for upselling, cross-selling, or capturing new customer segments through partners.
• Regularly evaluate partner profitability by analyzing cost-to-serve, incentives, and deal margins.
• Collaborate with the finance and Channel Strategy and Programs team (CSP) to model ROI for partner programs, considering factors like deal size, product mix, and retention rates.
• Provide recommendations to restructure incentive programs or terminate underperforming partnerships.