Channel Sales Operations Lead - Partner Platform & Strategy

clio; United States; On-site; USD 150,000 - 210,000; Full time

Job summary

Clio, a global leader in legal AI technology, seeks a Channel Sales Operations Manager to own the operating model behind its channel program. This senior role covers reseller and referral segments, with the remit to map current processes, identify gaps, and drive the new partner platform implementation across regions.

You will operate within the Revenue Operations team, collaborating with Channel, Sales, Customer Success, Marketing, Finance, and Legal to scale operations and deliver measurable

Qualifications

• 4+ years of channel or partner operations experience.
• Hands-on Salesforce experience with channel objects and reporting.
• Ownership of channel program mechanics: deal registration, tiering, co-sell, referral structures.
• Ability to navigate ambiguous and evolving operational environments.

Responsibilities

• Lead the partner platform implementation.
• Own the business implementation of a new Partner Relationship platform, including requirements and data model.
• Own the platform roadmap after launch and integration with Salesforce as system of record.
• Reduce partner-side friction and improve partner portal conversion; deliver measurable outcomes.
• Define and operate the channel operating model end-to-end across partner motions.
• Document channel processes and bridge gaps in current workflows.
• Manage partner-attributed pipeline architecture and accurate attribution in Salesforce.
• Shape channel measurement: partner-sourced revenue, activation, and co-sell metrics.
• Oversee partner program tiers, routing, territory logic, and enablement materials.
• Escalate and resolve partner attribution disputes and align with strategy.

Skills

Channel operations

Salesforce experience

Cross-functional collaboration

Strategic thinking

Tools

Salesforce CRM

Partner platform

Job description

Clio, a global leader in legal AI technology, seeks a Channel Sales Operations Manager to own the operating model behind its channel program. This senior role covers reseller and referral segments, with the remit to map current processes, identify gaps, and drive the new partner platform implementation across regions.

You will operate within the Revenue Operations team, collaborating with Channel, Sales, Customer Success, Marketing, Finance, and Legal to scale operations and deliver measurable