Account Manager retaining clients and growing revenue for McLean & Company, an HR advisory firm delivering research, tools, training, and consulting. Managing accounts, leads, referrals, and HR - service opportunities.
About the role
- Senior Manager for Channel Operations at Nitro's global channel business overseeing partner ecosystem scalability. Responsible for systems, data, reporting, and operational processes.
Responsibilities
- 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.
Benefits
- Health insurance
- Dental and vision coverage
- Wellness perks
- Pension/401k matching
- Flex Time Off
- Hybrid work model
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