Senior Channel Revenue Operations - India

3 weeks, 4 days ago
Full-time
Lead
Sales and Business Development
JumpCloud

JumpCloud

JumpCloud provides a unified platform for managing identity, access, and devices across various operating systems, enabling secure and frictionless access to resources through features like single sign-on, multi-factor authentication, and a Zero Trust ...

Internet Software & Services
251-1K
Founded 2013
$417M raised

Description

  • Design and own end-to-end channel operational processes, including partner onboarding, deal registration, co-sell workflows, partner tiering, and MDF/incentive management.
  • Define and document SOPs for partner-facing and internal channel workflows to support scalability and cross-functional alignment.
  • Identify bottlenecks in the partner lifecycle and implement durable process improvements.
  • Build channel reporting requirements, dashboards, and executive business review packages covering pipeline, revenue attribution, partner health, conversion, and ROI.
  • Serve as the primary liaison to Analytics for channel data modeling, attribution logic, and reporting infrastructure.
  • Own administration, configuration, and roadmap planning for Impartner, including portal design, certification tracking, deal registration, and MDF workflows.
  • Use Crossbeam to manage ecosystem intelligence, account mapping, and co-sell opportunity identification, and integrate its data into Salesforce and partner workflows.
  • Manage channel operations in Salesforce, including partner account hierarchies, opportunity structures, attribution models, and process automation.
  • Partner with Enterprise Systems to scope, prioritize, and deliver systems enhancements, translating business requirements into technical specifications.
  • Collaborate with Finance, Marketing, Enablement, and Revenue Operations on compensation, incentives, co-marketing workflows, planning, governance, and training needs.

Requirements

  • 8-10+ years of experience in Revenue Operations, Sales Operations, or Channel Operations, with most experience focused on partner/channel GTM motions.
  • Hands-on experience building channel operations programs from scratch for VAR, MSP, and/or Distributor businesses.
  • Deep expertise with Impartner, including PRM administration, portal configuration, deal registration, and MDF workflows.
  • Deep expertise with Crossbeam, including account mapping, co-sell workflows, and ecosystem data integration.
  • Advanced Salesforce proficiency, including partner account structures, opportunity management, process automation, and reporting.
  • Experience collaborating with Analytics and Enterprise Systems teams to define requirements and deliver reporting infrastructure and system enhancements.
  • Strong command of Excel/Google Sheets and BI platforms for building operational models and dashboards.
  • Experience supporting channel compensation, incentive programs, MDF structures, partner tier frameworks, and attainment tracking.
  • Excellent communication and executive presence with the ability to influence senior leadership without direct authority.
  • Ability to manage multiple concurrent workstreams in a fast-paced, high-growth environment.
  • Must be located in and authorized to work in India.
  • Fluency in English, including speaking and writing, is required.

Benefits

  • Remote-first work arrangement for candidates located in India.
  • Opportunity to work on a strategic, high-impact channel function within a fast-growing SaaS company.
  • Collaboration with experienced executive leadership and cross-functional teams.
  • A culture that values new ideas, ownership, and professional growth.
  • Equal opportunity employment commitment.

Interested in this position?

Apply directly on the company website

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