Senior Manager, Channel Operations – Partner Programs

Jobtailor; Toronto; On-site; CAD 95,000 - 130,000; Full time

Job summary

Jobtailor in Toronto is seeking a senior Channel Operations leader to own the operational foundation of Nitro’s global channel business. You will design scalable processes for onboarding, deal registration, and lifecycle management, while partnering with cross-functional teams to implement reliable operating models.

The role requires hands-on Salesforce experience and a track record building global channel programs across North America, EMEA, and APAC.

Qualifications

• 7+ years of experience in Channel Operations, Partner Operations, Revenue Operations, Sales Operations, or Partner Program Management within a B2B SaaS environment.
• Experience owning or significantly improving channel operating models, partner programs, CRM workflows, and partner-facing systems.
• Hands-on Salesforce experience required; experience with partner portals, marketplace platforms, and partner ecosystem tools strongly preferred.
• Experience with tools such as Allbound, Pax8, HubSpot, Gong, Clay, Claude, Tableau, or similar platforms preferred.

Responsibilities

• Own the operational foundation for Nitro’s global channel business across North America, EMEA, and APAC.
• Design, document, and improve scalable processes for onboarding, deal registration, partner applications, account mapping, growth planning, incentives, reporting, and lifecycle management.

Skills

Channel Operations

Partner Program Management

CRM Workflows

Process Design

Data Analysis

Performance Metrics Tracking

Partner Lifecycle Management

Onboarding Workflows

Incentive Management

Deal Registration

Tools

Salesforce

Allbound

Pax8

HubSpot

Gong

Clay

Claude

Tableau

Job description

• Own the operational foundation for Nitro’s global channel business across North America, EMEA, and APAC.


• Design, document, and improve scalable processes for partner onboarding, deal registration, partner applications, account mapping, growth planning, incentives, reporting, and partner lifecycle management.


• Identify gaps in current channel workflows and partner with cross-functional teams to implement cleaner, more reliable operating models.


• Establish clear operational standards, SLAs, and process ownership across Channel, Sales, RevOps, Finance, Marketing, Legal, and Partner Operations.


• Ensure channel processes are simple enough for field teams and partners to follow, while robust enough to support global scale.


• Own the day-to-day administration and continuous improvement of Nitro’s channel technology stack, including Salesforce, Allbound, Pax8-related workflows, and other partner systems.


• Manage partner portal structure, access, content hygiene, program materials, and partner-facing resources.


• Improve Salesforce workflows related to partner accounts, deal registration, partner applications, opportunity routing, partner attribution, and reporting.


• Identify and resolve system friction that slows partner activity, causes misrouting, reduces adoption, or creates internal confusion.


• Support the operational delivery of Nitro’s Partner Program across partner types, tiers, and regions.


• Manage partner onboarding workflows from application intake and agreement execution through portal access, enablement, and first deal registration.


• Operationalize partner program components including deal registration, rebates, incentives, margin programs, incumbency protection, cost-plus processes, MDF, partner tiering, and program eligibility.


• Maintain current documentation for channel programs, partner rules of engagement, process guides, and internal field instructions.


• Partner with Channel leadership to ensure programs are consistently executed across regions while allowing for necessary regional nuance.


• Own channel performance data and translate it into clear, actionable insights for Channel leadership and cross-functional stakeholders.


• Build and maintain dashboards covering partner revenue, pipeline, partner-sourced and partner-influenced opportunities, deal registration activity, partner engagement, portal activity, campaign participation, and program performance.


• Provide reporting to support QBRs, partner business planning, regional reviews, executive updates, and internal operating reviews.


• Analyze partner performance to identify top contributors, at-risk partners, inactive partners, growth opportunities, and program gaps.


• Track key channel metrics including bookings, pipeline creation, NRR, expansion revenue, deal registration conversion, partner activation, account mapping sessions, growth planning sessions, and partner lifecycle progression.


• Use AI, automation, and workflow tools to streamline manual channel operations processes.


• Identify opportunities to automate partner intake, data enrichment, account matching, partner routing, reporting preparation, enablement follow-up, and field notifications.


• Partner with RevOps and Sales Development to improve workflows involving Clay, Claude, Gong, Salesforce, HubSpot, and related tools.


• Build scalable operating models that reduce dependency on manual tracking, one-off Slack follow-ups, and tribal knowledge.


• Help create a more intelligent channel engine that improves speed, accuracy, and consistency across the partner ecosystem.


• Act as the operational bridge between Channel and the internal teams required to support partner success.

Requirements

• 7+ years of experience in Channel Operations, Partner Operations, Revenue Operations, Sales Operations, or Partner Program Management within a B2B SaaS environment.


• Experience owning or significantly improving channel operating models, partner programs, CRM workflows, and partner-facing systems.


• Hands-on Salesforce experience required; experience with partner portals, marketplace platforms, and partner ecosystem tools strongly preferred.


• Experience with tools such as Allbound, Pax8, HubSpot, Gong, Clay, Claude, Tableau, or similar platforms preferred.


• Demonstrated experience administering partner programs, including deal registration, onboarding, incentive management, partner tiering, rebates, MDF, reporting, and partner lifecycle workflows.


• Experience working across global regions, including North America, EMEA, and APAC, strongly preferred.


• Experience building processes that improve partner experience, internal accountability, and executive visibility.

Demonstrates expertise in Channel Operations and Partner Program Management, with a strong focus on improving operational processes, managing partner relationships, and utilizing CRM tools like Salesforce. Proven ability to analyze performance metrics and implement scalable solutions across global regions.

Highest-signal resume keywords

• Channel Operations Management


• Salesforce Administration


• Partner Program Development


• Process Improvement


• Data Analysis and Reporting

ATS Optimization Keywords

Hard Skills

• Channel Operations


• Partner Program Management


• CRM Workflows


• Process Design


• Data Analysis


• Performance Metrics Tracking


• Partner Lifecycle Management


• Onboarding Workflows


• Incentive Management


• Deal Registration

Soft Skills

• Cross-Functional Collaboration


• Communication


• Problem-Solving


• Leadership


• Accountability

Industry Keywords

• B2B SaaS


• Global Operations


• Partner Ecosystem


• Operational Standards


• Service Level Agreements

Tools & Technologies

• Salesforce


• Allbound


• Pax8


• HubSpot


• Gong


• Clay


• Claude


• Tableau