Channel Operations Manager

Jobtailor; Maryland; On-site; USD 90,000 - 140,000; Full time

Job summary

Jobtailor seeks an experienced Channel Operations Manager to lead cross-functional efforts across RevOps, Legal, Finance, and Product in a fast-moving B2B SaaS environment. You will own MSAs and partner agreements, maintain price books, and build scalable channel program infrastructure from an informal setup to a defined program.

The role requires 5+ years in channel or partner operations, strong Salesforce CRM experience, and the ability to collaborate with enterprise partners while

Qualifications

• 5+ years in channel/partner operations, partner management, or a related commercial operations role, ideally at a B2B SaaS company
• Experience managing commercial or vendor agreements (MSAs, partnership agreements) and comfort working with Legal to keep them current
• Familiarity with partner procurement processes, price book maintenance, and Approved Vendor requirements at large enterprise organizations
• Direct experience building channel program infrastructure — pricing and tiering frameworks, order booking processes, deal registration — from an informal, relationship-based state into a structured program
• Salesforce (or comparable CRM) experience, ideally including channel or partner-management modules
• A track record as a strong cross-functional operator, comfortable driving alignment across RevOps, Legal, Finance, and Product
• Experience with BPO, reseller/VAR, or IFM channel models is a strong plus
• Comfort building from scratch in an ambiguous, fast-moving environment, with the judgment to prioritize the highest-leverage work first
• Must be legally eligible to work in the location in which you applied
• Offer may be conditional upon criminal record, credit, employment, educational, and reference checks

Responsibilities

• Manage and maintain updated Master Service Agreements and Vendor Partnership Agreements across the partner base, working with Legal
• Establish global alignment around partner tiers and discount schedules
• Secure and maintain Approved Vendor status with channel partners
• Engage with partner procurement teams to keep FacilityOS price books active, current, and accurate in partner systems
• Standardize new order booking procedures from opportunity through purchase order, contracting, and implementation
• Develop partner-facing enablement content, including playbooks, training materials, and onboarding assets
• Help shape content strategy for a future partner portal
• Document partner history, deal patterns, and pricing norms into durable program assets
• Partner cross-functionally with RevOps, Legal, Finance, and Product
• Support CRM deal registration and account delineation rules
• Support onboarding and ramping of new Channel Directors
• Ensure agreements, partner tiers, pricing schedules, vendor status, price books, booking procedures, and enablement content meet defined success outcomes

Skills

Channel Operations Management

Master Service Agreement Management

Salesforce CRM Experience

Cross-Functional Collaboration

Partner Program Development

Tools

Salesforce

Job description

• Manage and maintain updated Master Service Agreements and Vendor Partnership Agreements across the partner base, working with Legal
• Establish global alignment around partner tiers and discount schedules
• Secure and maintain Approved Vendor status with channel partners
• Engage with partner procurement teams to keep FacilityOS price books active, current, and accurate in partner systems
• Standardize new order booking procedures from opportunity through purchase order, contracting, and implementation
• Develop partner-facing enablement content, including playbooks, training materials, and onboarding assets
• Help shape content strategy for a future partner portal
• Document partner history, deal patterns, and pricing norms into durable program assets
• Partner cross-functionally with RevOps, Legal, Finance, and Product
• Support CRM deal registration and account delineation rules
• Support onboarding and ramping of new Channel Directors
• Ensure agreements, partner tiers, pricing schedules, vendor status, price books, booking procedures, and enablement content meet defined success outcomes

Requirements

• 5+ years in channel/partner operations, partner management, or a related commercial operations role, ideally at a B2B SaaS company
• Experience managing commercial or vendor agreements (MSAs, partnership agreements) and comfort working with Legal to keep them current
• Familiarity with partner procurement processes, price book maintenance, and Approved Vendor requirements at large enterprise organizations
• Direct experience building channel program infrastructure — pricing and tiering frameworks, order booking processes, deal registration — from an informal, relationship-based state into a structured program
• Salesforce (or comparable CRM) experience, ideally including channel or partner-management modules
• A track record as a strong cross-functional operator, comfortable driving alignment across RevOps, Legal, Finance, and Product
• Experience with BPO, reseller/VAR, or IFM channel models is a strong plus
• Comfort building from scratch in an ambiguous, fast-moving environment, with the judgment to prioritize the highest-leverage work first
• Must be legally eligible to work in the location in which you applied
• Offer may be conditional upon criminal record, credit, employment, educational, and reference checks

Core Competencies

Demonstrates expertise in managing Master Service Agreements and Vendor Partnership Agreements while ensuring compliance with partner procurement processes. Proven ability to develop enablement content and standardize order booking procedures in a B2B SaaS environment.

Highest-signal resume keywords

• Channel Operations Management
• Master Service Agreement Management
• Salesforce CRM Experience
• Cross-Functional Collaboration
• Partner Program Development

Hard Skills

• Vendor Partnership Agreements
• Order Booking Procedures
• Pricing Frameworks
• Deal Registration
• Partner Procurement Processes

Soft Skills

• Strong Cross-Functional Operator
• Judgment in Prioritization

Industry Keywords

• B2B SaaS
• Approved Vendor Status
• Channel Models
• RevOps
• Commercial Operations

Tools & Technologies

• Salesforce