Channel Operations Manager

Summary

Join Abnormal Security as a Channel Operations Analyst and leverage your expertise in cybersecurity channel management to drive partner success. You will align channel operations with business objectives, develop key performance indicators (KPIs), and analyze partner performance. This role requires in-depth knowledge of indirect sales models and proficiency in data analysis. You will design and optimize processes, mitigate risks, and collaborate with internal teams. The ideal candidate possesses strong analytical, project management, and communication skills, along with experience in SaaS or cybersecurity. Compensation includes a competitive base salary and potential for bonuses and restricted stock units (RSUs).

Requirements

• Minimum of 3-8+ years of experience in a Channel Operations, or Channel Analyst role preferably in SaaS or Cybersecurity
• In-depth knowledge of indirect sales models, channel partner ecosystems, and the dynamics of managing relationships with distributors, resellers, and other partners
• Proficiency in analyzing channel performance data, identifying trends, and making data-driven decisions. Ability to generate insightful reports and forecasts
• Experience in defining and tracking KPIs to measure partner success and operational efficiency
• Exceptional quantitative and MS Excel/Google Sheets skills (i.e. sumifs, index/match and vlookup, table formulas, pivot tables, etc.)
• Familiarity with CRM systems, partner portals, and other technology tools that support channel management and operations
• Knowledge of legal and regulatory requirements related to channel management, ensuring all activities are compliant
• Skill in designing, implementing, and refining processes that streamline channel operations, enhance efficiency, and improve partner satisfaction
• Strong project management skills to oversee multiple channel initiatives, ensuring they are delivered on time and within budget
• A commitment to ensuring that channel partners deliver an excellent customer experience, aligning with the company's brand and service standards

Responsibilities

• Align channel operations with overall business objectives, ensuring that channel partners contribute effectively to sales targets
• Develop and implement performance metrics, KPIs, and reporting systems to track the success of channel initiatives
• Monitor and analyze the performance of channel partners, identifying areas for improvement and opportunities for growth
• Design and optimize processes and systems to streamline channel operations, enhance partner experience, and improve operational efficiency
• Identify and mitigate risks associated with channel operations, including contractual, financial, and reputational risks
• Analyze channel data to provide insights into partner performance, market trends, and competitive dynamics
• Prepare and present regular reports to senior management on channel performance and strategic initiatives
• Serve as the liaison between channel partners and internal teams to resolve operational issues and drive collaboration
• Assist in the development of sales forecasts and channel revenue projections
• Contribute to the planning and budgeting process by providing insights into channel trends and partner performance
• Oversee the selection, implementation, and management of technology tools that support channel operations, such as CRM systems, partner portals, and analytics platforms

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits
• Base salary range: $114,800 — $135,000 USD