Channel Operations Manager – Global Technology Company

Charles River Search; Westford (MA); On-site; USD 165,000 - 175,000; Full time

Benefits offered by this job

Annual bonus

RSUs

Job summary

Charles River Search is seeking a Channel Operations Manager to lead the global reseller and distributor network from its Westford, MA on-site location. The role drives revenue growth by coordinating across sales, marketing, finance, and operations, and by ensuring partner success and program compliance.

The ideal candidate has 5+ years in channel/reseller operations with strong experience in partner lifecycle management, Salesforce, and NetSuite.

Qualifications

• Bachelor's degree required.
• 5+ years in channel/reseller operations with at least 2 years in reseller management.
• Experience supporting technology channel partners; global tech experience preferred.
• Strong understanding of reseller/distributor programs and partner lifecycle management.
• Excellent communication and relationship-building skills across all levels of an organization.

Responsibilities

• Lead global channel operations initiatives focused on growth, scalability, compliance, and partner success.
• Manage the full partner lifecycle, including onboarding, authorizations, performance reviews, program changes, and offboarding.
• Serve as an escalation point for resellers and distributors worldwide.
• Collaborate with Sales, Marketing, Finance, and operations to execute channel programs.
• Support major global sales opportunities by leveraging the reseller network for local support.
• Ensure partners meet contractual, certification, training, and program requirements.
• Oversee deal registration, partner approvals, and distribution contracts.
• Own and improve channel processes and systems (PRM, Salesforce, NetSuite).
• Analyze partner performance, KPIs, and market trends to drive growth.
• Train and support partners on channel tools, processes, and self-service capabilities.
• Develop scalable processes to enhance partner experience and reduce costs.

Skills

Channel operations

Partner lifecycle management

Cross-functional collaboration

Salesforce

Analytical thinking

Global partner management

Education

Bachelor's degree

Tools

Salesforce

NetSuite

PRM

Job description

A leading global technology company is seeking a Channel Operations Manager to take a key leadership role in managing and expanding its worldwide reseller and distributor network. This is an exciting opportunity for a channel operations professional who enjoys working across sales, marketing, finance, and operations to drive revenue growth, partner engagement, and operational excellence.

The role supports a global channel organization responsible for approximately $500M in reseller-generated revenue and more than 1,200 contracted reseller and distribution partners worldwide.

Responsibilities:

• Lead global channel operations initiatives focused on growth, scalability, compliance, and partner success.
• Manage the full partner lifecycle, including onboarding, authorizations, performance reviews, program changes, and offboarding.
• Serve as a key operational resource and escalation point for resellers and distributors worldwide.
• Partner closely with Sales, Marketing, Finance, and other cross-functional teams to execute strategic channel programs and initiatives.
• Support major global sales opportunities by leveraging the reseller network to deliver local customer and operational support.
• Ensure partners meet contractual, certification, training, compliance, and program requirements.
• Oversee deal registration, partner approvals, Letters of Authorization, distribution contracts, and special partner requests.
• Own and improve channel processes and systems, including PRM, Salesforce, NetSuite, and related platforms.
• Analyze partner performance, KPIs, market trends, and year-over-year growth to identify opportunities and improve results.
• Train and support partners on channel tools, processes, programs, and self-service capabilities.
• Help develop scalable processes that enhance the partner experience while reducing operational costs.

Qualifications:

• Bachelor's degree required.
• 5+ years of channel/reseller operations experience, with at least 2 years in reseller management.
• Experience supporting technology channel partners; global technology experience strongly preferred.
• Strong understanding of reseller/distributor programs, channel operations, and partner lifecycle management.
• Excellent communication and relationship-building skills with the ability to work effectively at all organizational levels.
• Strong business acumen, organizational skills, and attention to detail.
• Comfortable leading through influence rather than direct authority in a highly collaborative environment.
• Self-motivated, energetic, and capable of managing multiple priorities in a fast-paced global organization.

This is more than a traditional channel operations position. You'll have the opportunity to influence a global partner ecosystem, work with senior stakeholders, improve how the channel operates, and directly contribute to significant revenue growth.

Base salary in the $165,000-$175,000 range, plus an annual bonus opportunity and restricted stock units (RSUs). This is an on-site position based in Westford, MA.