Remote Director, Channel Operations

Summary

Join Cohesity's Worldwide Revenue Operations team as a Partner Operations Leader based remotely in Costa Rica. Working closely with senior leadership, you will define and execute the global partner strategy, leading a team and collaborating across various departments. This role requires strategic thinking, cross-functional collaboration, and strong leadership skills to optimize business operations and drive growth through the global partner ecosystem. You will manage the operational components of the Cohesity Partner Program, including program benefits, budget, and partner investments. Success in this position demands a strong background in global partner management, understanding various partner routes to market, and experience building and maintaining partner infrastructure. The ideal candidate thrives in a fast-paced environment and possesses excellent communication and interpersonal skills.

Requirements

• A minimum of 8 years of experience in a Enterprise Software/Saas partner program operational management is required
• Candidate must have leadership experience in managing a team
• Experience in multiple partner pathways - Reseller, Distributor, Service Provider, System Integrator, OEM, Alliance, ISV and Cloud partners
• Ability to work cross-functionally in a global environment with partner leaders, geo teams, and other operations organizations
• Experience developing strategy for designing and building an end-to-end partner operations model and successfully executing that strategy
• Strong understanding of partner needs and preference and translate between internal and external stakeholders
• Understanding of the financial and regulatory rules governing rebate programs, discounts, MDF, and deal registration
• Basic skills for automating program administration using SaaS tools like Salesforce, Tableau, Excel, payment management systems such as Xtreme, NetSuite, Coupa, partner business planning tools, partner portals
• Excellent interpersonal and relationship-building skills are crucial. The leader must be able to work with, influence, and manage cross-functional teams and leadership

Responsibilities

• Lead and manage the Cohesity’s partner operations team working alongside other partner team executives
• Development and execution of strategy for designing and building an end-to-end partner operations model
• Provide operational leadership and support to implement existing and evolving partner GTM strategies across all partner pathways
• Manage the operational components of the Cohesity Partner Program, including: program benefit management such as Joint Investment Program for targeted partners, incentives/rebates and MDF
• Budget management, partner investments, financial modeling and ROI analysis
• Overseeing the involvement of partners in the sales cycle including deal desk managing the partner registration program
• Managing the partner data and data governance policies for partner onboarding, M&A, partner ownership and overall partner data cleanliness
• Track, measure, analyze partner data to enable and empower data driven business decisions
• Operational leadership mindset to help move our partner GTM strategy forward while helping partners build their Cohesity business
• Be a partner advocate representing the partner organization and the operational team both internally and to the partner community
• Sustain alignment across internal stakeholders as required to grow and scale the partner organization

Preferred Qualifications

• Experience with Cybersecurity offerings is a plus
• A BA/BS degree in Finance, Economics, Marketing, or Business is preferred

Benefits

Remote work