Director of Channel Strategy and Operations

<h3><strong>Where You Can Make an Impact (Key Responsibilities)</strong></h3> <ul> <li><strong>Lead and architect</strong> the annual planning process for the Global Partner Organization, including the development of comprehensive business plans, operating models, resource allocation strategies, and optimized territory design.</li> <li><strong>Drive high-priority strategic initiatives</strong> from conception through execution, defining key performance indicators (KPIs) and scaling best practices globally across the partner ecosystem.</li> <li><strong>Design and iterate</strong> on innovative Partner business planning, reporting, scorecards, and forecasting methodologies to enhance accuracy and improve business predictability.</li> <li><strong>Institutionalize global performance management</strong> by developing formal reporting packages, conducting rigorous metrics reviews with Partner leadership, and driving corrective actions.</li> <li>Act as the <strong>primary escalation point</strong> for cross-functional GTM issues, proactively mitigating conflict between Partner Sales and other internal teams to ensure channel harmony and efficiency.</li> <li><strong>Operationalize a scalable Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) strategy,</strong> focusing on optimizing consumption/subscription models, profitability, and reporting requirements unique to these partners</li> <li>Persuasively communicate actionable strategy recommendations to executive management and the broader organization.</li> <li>Develop the Partner Strategic planning Operations team for scale along with process and system enhancements.</li> </ul> <h3><strong>Who You Are (Essential Qualifications)</strong></h3> <ul> <li><strong>Strategy and operations professional</strong> with a proven ability to bridge analytical insights with operational execution.</li> <li><strong>Expert-level command of SaaS licensing models</strong> and foundational knowledge of various Partner selling motions (e.g., ISV, MSP, OEM, Resell, Distribution).</li> <li><strong>Proven track record of building and leading a highly effective team.</strong> Passion for coaching and mentoring both new and experienced team members.</li> <li>Excellent written and verbal communication skills; you possess the executive presence required to hold a meeting with senior leaders.</li> <li>Deep experience modeling complex problems, both conceptually and tactically (i.e., spreadsheets, analysis tools, visualization).</li> <li>Independent thinker with a proactive and structured approach to problem-solving, taking initiative and following through with strong execution.</li> <li>Multi-tasking prioritization expertise: Experience balancing numerous different priorities and demands.</li> <li>Highly productive: Ability to operate with little oversight on a day-to-day basis.</li> </ul> <h3><strong>Background</strong></h3> <ul> <li><strong>10+ years</strong> of global strategic field (Sales, Pre-Sales, or Partner) strategy operations experience.</li> <li>Experience in a high-tech/security industry and managing a team in a fast-paced environment.</li> <li><strong>Familiarity with the cybersecurity partner ecosystem,</strong> including typical integration requirements, MSSP motions, and compliance-related GTM challenges.</li> <li><strong>Salesforce and Tableau</strong> (or other analysis/BI tools) <strong>mastery:</strong> complex dashboards reports, custom report types, calculated fields, and workflows.</li> <li>Exceptional quantitative and MS Excel skills.</li> <li>Familiarity with Salesforce CPQ, Q2C (Quote-to-Cash) tools, and partner learning platforms.</li> <li>Experience collaborating across functions such as marketing, product, and sales.</li> <li><strong>Bachelor's degree required; MBA or relevant advanced degree preferred.</strong></li> </ul> <p> </p> <section class="account-page__wrapper page-layout page-layout--primary-panel-workspace page-layout--xxxlarge" data-test-settings- ... (truncated, view full listing at source)