Channel Operations Manager - H/F

Reporting to the Revenue Operations Manager and working closely with the VP Channel (English‑speaking, based in Germany), you will be the operational pivot between the Revenue Ops teams and our client’s partner ecosystem.

You will structure indirect channel processes end‑to‑end—from lead to close—and ensure that channel performance is fully visible, measurable and managed within Salesforce. You will also play a key role in the deployment and adoption of Salesforce PRM with partners.

This role is NOT a sales role: you are not a Channel Account Manager and you do not have direct sales targets.

This role is NOT a Salesforce technical administrator position: you understand and use Salesforce at a business/process level, not at a development level.

Your Responsibilities

• Master the partner lifecycle – Define and standardise channel processes end‑to‑end: lead routing, deal registration, opportunity ownership, renewal.
• Ensure alignment with global Sales processes (same stages, same rules).
• Document the specifics of our client’s multi‑tier indirect sales model.

• Drive channel performance & business KPIs – Define and track: % partner‑led revenue, deal registration rate, indirect vs direct conversion.
• Provide actionable insights to the CRO / VP Channel / RevOps Manager.
• Build channel reporting dashboards within Salesforce.

• Deploy and drive adoption of Salesforce PRM – Lead the deployment of Salesforce PRM with partners.
• Train and enable partners to adopt the tool.
• Ensure PRM CRM connectivity and alignment with revenue processes.

• Ensure channel data quality – Define and enforce data quality rules: partner attribution, opportunity ownership, account‑partner relationships.
• Reduce manual entry and missing data in deals.
• Ensure clean data for forecasting, KPIs and revenue reporting.

Experience & Background

• 3–6 years’ experience in Revenue Ops / Sales Ops with genuine exposure to indirect (channel) sales.
• Ideally from a B2B SaaS vendor or an organisation with a structured partner network.
• Has already worked with CAMs (Channel Account Managers), distributors or resellers.

Hard Skills

• Strong command of Salesforce CRM (data model, workflows, attribution, reporting).
• Salesforce PRM is a strong plus.
• Deep understanding of the indirect vs direct sales model – this is the key competency.
• Data‑driven mindset: able to analyse data to make decisions and propose improvements.
• Fluent English required as a minimum (international team, English‑speaking VP Channel).
• Knowledge of cybersecurity is a slight advantage, but not essential.

Personality & Soft Skills

• Drive and the ability to assert oneself intelligently with VPs without hierarchical authority.
• Analytical, concise, a strong communicator: able to share knowledge and train with clarity.
• Team spirit: no individualistic profiles – strong collaborative culture.
• Agile, humble, in build mode – no fixed certainties to impose.
• Proactive and comfortable in fast‑evolving environments.