Channel Operations & Enablement Lead

Summary

Join SpyCloud as the Global Channel Operations & Enablement Lead, reporting to the Senior Director of Revenue Enablement. You will manage and optimize operational processes between SpyCloud and its channel partners, streamlining workflows and ensuring efficient communication. Collaborate with internal teams (Marketing, Sales, Finance, Operations, Channel) to maintain an efficient and scalable channel partner program aligned with business objectives. Architect and execute a scalable partner portal experience, define best practices for partner onboarding and performance tracking, and manage deal registration processes. Equip partners with necessary tools and resources, maintain high partner satisfaction, and lead go-to-market execution for marketplace listings. Act as a strategic advisor to various teams, drive alignment between direct and channel sales, and develop reporting frameworks to analyze KPIs and partner ROI. This role requires strong cross-functional collaboration and data analysis skills.

Requirements

• Bachelor’s degree in business administration, operations, or a related field
• 5+ years of experience in partner/channel operations, sales operations, or related roles
• Proven experience working with channel partners or resellers, ideally in a SaaS, technology, or fast-paced B2B environment
• Strong understanding of sales processes, partner management systems, and CRM tools
• Experience in process optimization and cross-functional collaboration
• Proficiency in CRM systems (e.g., Salesforce, Marketo) and Partner Relationship Management (Allbound) tools
• Strong data analysis and reporting skills (e.g., Excel, Tableau)
• Excellent written and verbal communication skills
• Strong problem-solving abilities and a proactive approach to identifying operational bottlenecks
• Ability to manage multiple tasks and projects with tight deadlines in a fast-paced environment

Responsibilities

• Architect and execute scalable partner portal experience - including deal registration, partner onboarding, content management, and training - aligned with revenue goals
• Define best practices and processes for partner onboarding, enablement, and performance tracking
• Manage deal registration processes, including private offers, co-sell motions, and contract compliance
• Equip partners with the tools, training, and resources they need to succeed with SpyCloud
• Maintain high partner satisfaction through clear communication and feedback loops within the partner portal and partner programming
• Lead go-to-market execution and lifecycle management for marketplace listings across AWS, Microsoft Azure, and GCP
• Work with Sales, Marketing, Channel and Operations teams to grow marketplace transactions and accelerate deal velocity
• Serve as a key liaison for cloud partner programs, including AWS, to accelerate pipeline engagement
• Act as strategic advisor to Channel Marketing, Channel Account Managers, and partner teams on co-selling success and reporting
• Drive alignment between direct and channel sales motions through partnerships with Revenue Enablement and Product Marketing
• Partner with executives (VP of Channel, CRO) to influence strategy and execute high-impact programming
• Develop reporting frameworks and dashboards to analyze KPIs, co-sell performance, and partner ROI
• Use insights to drive programmatic improvements and resource allocation

Benefits

• 401(k) with Employer Contribution
• Health, Vision, and Dental Insurance Health Savings Account (HSA) available with Employer Contribution
• Employer Paid Life, Short-term, and Long-term Disability Insurance
• Generous PTO Plan and 16 paid holidays per year
• Retirement Savings Plan with Employer Contribution
• Employer Provided Private Health Insurance and Healthcare Cashplan
• Employer Paid Life Insurance and Income Replacement
• Generous Holiday Plan and 14 paid holidays per year