Channel Operations Manager

Looking for an innovative, high-growth company in one of the hottest segments of the security market?  Look no further than Veracode!

Veracode is recognized as a premier provider of SaaS-based application security solutions, transforming the way companies secure applications in today’s software driven world. We provide our customers with a solid foundation on which to build security into their modern agile development processes. Learn more about us at www.veracode.com!

We are seeking an experienced Channel Operations Manager with a strong background in Revenue/Sales Operations, particularly within Channel-first SaaS (Software as a Service) companies. The ideal candidate will play a pivotal role in designing and optimizing the entire lifecycle of channel partners, from onboarding through various sales processes, analytics, and partner engagement. This role requires a strategic thinker with a deep understanding of channel-sales business models. 

Key Aspects of the Role:

• Channel Partner Lifecycle: Design and enhance the entire lifecycle of channel partners, encompassing onboarding, Deal Registration, quoting, opportunity management, and incentives.
• Sales Processes: Oversee channel-led sales processes and analytics, ensuring efficiency and effectiveness.
• Partner Portal and SFDC Processes: Manage and optimize partner portal and Salesforce (SFDC) processes for seamless operations.
• KPI Analysis: Analyze Channel Key Performance Indicators (KPIs) and provide insightful recommendations to improve efficiency, conversion rates, and overall ease of doing business.
• Reporting and Dashboards: Create dashboards and reporting mechanisms for the Channel team and leadership.
• Hyperscale Partners Onboarding: Lead the onboarding process for hyperscale partners, ensuring a smooth integration into our channel ecosystem.
• Channel Rules of Engagement: Develop and enforce internal and external channel rules of engagement.
• Business Reviews: Build comprehensive business reviews for partners, covering sales performance, current pipeline, Deal Registration status, win rates, areas of focus, events, and upsell opportunities.
• Database Management: Ensure SFDC data integrity for effective channel database management.
• Support Leadership: Support the VP of Global Channel and Sales Leaders by providing business reporting and partner performance analysis.
• Sales Tools Implementation: Assist in the implementation of sales tools, policies, directions, and guidelines to standardize high-quality channel sales processes globally.
• Cross-Functional Projects: Collaborate with the Global Channel Team on cross-functional projects and contribute to strategic changes in systems and processes.

What you’ll need:

• Minimum 5 years’ experience in Channel Operations, 8+ in Sales or Sales Operations.      
• Proficiency in software selling environments, with familiarity in SaaS, Cloud, and marketplaces.
• Ability to think strategically and contribute to the development of long-term channel strategies that align with organizational goals and market trends.
• Understanding of how software is sold, fulfilled through the Channel, and the role of Distributors, Resellers, MSPs, SIs,.
• Strong analytical skills to interpret sales data and provide actionable insights.
• Experience working with various teams and departments, driving data-driven insights through comprehensive reporting.
• Stellar communication skills, facilitating effective interactions with sales representatives, managers, channel account managers and other stakeholders.
• Proven expertise in managing multiple projects simultaneously, ensuring each is executed to perfection.

What we offer you: 

• Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs. 
• Wellness benefits to help you focus on what’s most important.
• “Take What You Need” time off policy.
•  Extensive development and training offerings to help you grow your career at Veracode.
• Generous 401k match to help save for your future.
• Amazing community of professionals who take pride in what we do every day.

Compensation Transparency

In accordance with U.S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Click here to view our compensation ranges by grade. Please note, specific compensation may be influenced by various factors including candidates experience, education, and work location.

Job Grade: Principal

Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.