Channel & Partner Operations Manager (Remote)

DroneDeploy, Inc.; Austin (TX); Hybrid; USD 114,000 - 157,000; Full time

Benefits offered by this job

Equity compensation

Bonus incentive

Job summary

Procore is seeking a Channel & Partner Operations Partner to serve as the operational backbone of our global partner business. You will translate partner strategy into scalable processes, data, and rhythms to scale reseller, distributor, and referral motions.

This build role reports to the Director, CCO Revenue Operations Business Partners and is remote in the US with a preference for the Austin office. Immediate joining is encouraged.

Qualifications

• BA/BS degree preferred; MBA or similar advanced degree is a plus.
• 6+ years of revenue, sales, or business operations experience including direct channel or partner ops experience.
• Experience building partner reporting and attribution from an early or undefined state.
• Working knowledge of deal registration design and channel conflict management.
• Experience supporting a global partner organization across regions.
• Experience at a large scale technology company is required.
• Salesforce fluency; familiarity with PRM platforms and partner data models.

Responsibilities

• Serve as the primary operational business partner to the VP, Partners, translating global partner strategy into scalable processes, operating cadence, and measurement across reseller, distributor, and referral motions.
• Build partner measurement foundation with Revenue Insights; define partner-sourced vs partner-influenced attribution, establish data sources, and stand up dashboards.
• Design and operationalize end-to-end deal registration: policy, workflow, SLAs, and channel conflict model with Sales, Deal Desk, Legal, and Systems.
• Establish the global partner operating rhythm, including pipeline reviews, forecast reviews, and executive business reviews.
• Collaborate with Revenue Planning on partner targets, quota, and capacity; bring market context into planning cycles.
• Define partner data architecture and Salesforce requirements with IT; ensure business needs are met.
• Support two-tier distribution mechanics, data integrity, and partner lifecycle handoffs.
• Conduct qualitative and quantitative analysis to identify root cause deficiencies and track improvements.
• Build internal network across NAMER, EMEA, APAC to drive adoption of partner processes.

Skills

Revenue operations

Channel operations

Data analysis

Executive presentation

Cross-functional collaboration

Strategic planning

Salesforce fluency

Education

BA/BS degree

MBA or similar advanced degree

Tools

Salesforce

PRM platforms

Job description

We're looking for a Channel & Partner Operations Partner to serve as the operational backbone of Procore's global partner business. In this role, you'll partner directly with the Vice President, Partners to turn partner strategy into the processes, data, and operating rhythm required to scale a reseller, distributor, and referral motion worldwide.

This is a build role. Procore's partner ecosystem is growing quickly, and much of the operating infrastructure — how we measure partner-sourced and partner-influenced business, how deals get registered and channel conflict gets resolved, how partner performance rolls into the broader revenue picture — is still being defined. You'll own that build. If you've done channel operations at scale and want the chance to design it rather than inherit it, this is that job.

This position reports to the Director, CCO Revenue Operations Business Partners and will be based remote in the US, with a preference for the Austin office. We're looking for someone to join us immediately.

What you'll do

• Serve as the primary operational business partner to the VP, Partners, translating global partner strategy into scalable processes, operating cadence, and measurement across reseller, distributor, and referral motions
• Build Procore's partner measurement foundation from the ground up — partnering with Revenue Insights to define partner-sourced and partner-influenced attribution logic, establish sanctioned data and source of truth, and stand up the reporting and dashboards partner leadership runs the business on
• Design and operationalize deal registration end to end: policy, workflow, SLAs, and the channel conflict resolution model between partner and direct motions, in partnership with Sales, Deal Desk, Legal, and Systems
• Establish the global partner operating rhythm, including pipeline and forecast reviews, partner performance reporting, and executive-level business reviews
• Partner with Revenue Planning on partner targets, quota, and capacity assumptions, bringing channel-specific productivity inputs and market context into the annual and in-year planning cycles
• Act as the business voice into Systems and IT on partner data architecture, PRM, and Salesforce requirements — defining what the business needs and validating that it works, in close partnership with the system owners
• Support the mechanics of two-tier distribution, including partner hierarchy, account and opportunity data integrity, and the operational handoffs across the partner lifecycle
• Complete qualitative and quantitative analysis to identify root cause deficiencies in the partner operating model, and track the effectiveness of improvements over time
• Build a strong internal network across NAMER, EMEA, and APAC to drive consistent adoption of partner processes globally while accommodating legitimate regional differences
• Support the development of partner policies and program documentation as the operating model matures

What we're looking for

• BA/BS degree is preferred; MBA or similar advanced degree is a plus
• 6+ years of revenue, sales, or business operations experience, including direct channel or partner operations experience supporting reseller, distributor, and/or referral motions
• Demonstrated experience building partner reporting and attribution from an early or undefined state — you've had to decide what "partner-sourced" means, defend it, and operationalize it
• Working knowledge of deal registration design and channel conflict management
• Experience supporting a global partner organization, with an understanding of how reseller and distributor motions differ across regions
• Experience at a large scale technology company is required
• Salesforce fluency; familiarity with PRM platforms and partner data models
• Adept problem solving and analytical skills; demonstrated ability to structure ambiguous problems, develop solutions, and craft high-quality executive presentations
• Strong communication skills with the ability to present to large groups and use storytelling to align multiple parts of the business
• Ability to collaborate and build effective relationships with Procorians at a range of levels and across different roles in the organization
• Comfort operating in white space with a high sense of urgency and the flexibility to pivot as the partner strategy evolves

Additional Information

Base Pay Range: 114,400.00 - 157,300.00 USD Annual

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

For Los Angeles County (unincorporated) Candidates:

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.