Senior Channel Revenue Operations

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Channel Revenue Operations professional based in India.

As a Senior Channel Revenue Operations professional, you will play a pivotal role in shaping and scaling partner-led growth strategies across a complex ecosystem of resellers, managed service providers, and distributors. This position offers the opportunity to build and optimize operational frameworks that directly influence revenue performance, partner engagement, and go-to-market effectiveness. You will work at the intersection of strategy, systems, analytics, and cross-functional collaboration, acting as a trusted advisor to senior leadership teams. The role is ideal for an experienced operations expert who thrives in high-growth, technology-driven environments and enjoys transforming data and processes into scalable business outcomes. With significant ownership and visibility, you will help drive operational excellence and enable sustainable channel expansion in a fully remote setting.

• Design, build, and manage end-to-end channel operational processes, including partner onboarding, deal registration, co-selling workflows, partner segmentation, tiering models, and incentive management programs.
• Establish and document scalable standard operating procedures (SOPs) to ensure alignment across Sales, Marketing, Finance, and Revenue Operations functions.
• Identify operational bottlenecks across the partner lifecycle and implement sustainable solutions that improve efficiency and scalability.
• Define reporting frameworks and partner performance metrics, including pipeline contribution, partner-sourced and influenced revenue, partner health, conversion rates, and program ROI.
• Develop and maintain executive dashboards and business review packages, translating complex data into actionable insights and strategic recommendations.
• Own and optimize partner-related systems and tools, including PRM platforms, Salesforce configurations, partner portals, deal registration processes, and ecosystem intelligence workflows.
• Collaborate closely with Analytics and Enterprise Systems teams to define business requirements, support systems enhancements, and ensure accurate data governance.
• Partner with Channel leadership, Finance, and Marketing teams to support compensation models, incentive programs, co-marketing initiatives, lead routing, and broader go-to-market strategies.
• Support annual and quarterly planning cycles, including revenue forecasting, partner capacity planning, governance policies, and operational readiness initiatives.
• Act as a key escalation point for complex channel systems and process challenges while contributing to enablement initiatives and organizational change management.

Requirements

• 8–10+ years of experience in Revenue Operations, Sales Operations, or Channel Operations, with significant exposure to partner-led go-to-market models.
• Proven experience designing and scaling channel operations programs for VAR, MSP, and distributor ecosystems from the ground up.
• Deep expertise in Partner Relationship Management (PRM) platforms, particularly Impartner, including portal administration, workflow design, deal registration, and MDF management.
• Strong hands-on experience with Crossbeam, including account mapping, ecosystem intelligence, co-sell processes, and partner data integration.
• Advanced Salesforce knowledge, including partner account structures, opportunity management, automation, reporting, and channel-specific configurations.
• Demonstrated ability to work closely with Analytics and Enterprise Systems teams to define requirements and deliver reporting and technology enhancements.
• Strong analytical capabilities with experience using Excel, Google Sheets, BI tools, and dashboarding platforms to create operational models and executive reporting.
• Experience supporting channel compensation programs, partner incentives, MDF structures, attainment tracking, and revenue attribution frameworks.
• Excellent communication and stakeholder management skills, with the ability to influence senior leaders and translate complex operational concepts into strategic recommendations.
• Strong organizational and project management capabilities, with a proven ability to manage multiple initiatives simultaneously in fast-paced, high-growth environments.
• Fluent English communication skills, both written and verbal.

Benefits

• Fully remote work opportunity within India.
• Exposure to a high-growth, technology-driven environment with global collaboration opportunities.
• High level of ownership and strategic visibility within partner and go-to-market initiatives.
• Opportunity to work with modern revenue technologies, analytics platforms, and channel ecosystems.
• Collaborative and inclusive culture that values innovation, diverse perspectives, and continuous learning.
• Career development opportunities with exposure to executive leadership and cross-functional teams.
• Competitive compensation package aligned with experience and expertise.
• Flexible remote-first work environment that supports work-life balance and professional growth.