VP of Channel Operations

VP of Channel Operations
Core Responsibilities:
Own the end-to-end channel operating model that translates channel strategy into repeatable processes, governance, and performance management across distributors, resellers, agents, and platform partners
Design channel operating model including processes, governance, cadence, and performance framework; build scalable channel processes, workflows, and control systems to drive consistency and efficiency
Lead channel operations strategy, annual planning, and execution standards aligned with business objectives
Oversee partner onboarding, training, certification, and ongoing enablement programs across indirect channels
Coordinate with Sales, Marketing, Finance, Operations, Customer Success, and Legal teams to ensure smooth channel execution
Monitor channel revenue, partner productivity, pipeline health, and operational performance, then adjust plans as needed
Manage channel program design including incentives, tiers, compliance, and reporting structures
Support forecasting, quota planning, territory management, and business reviews for channel teams
Identify and resolve channel conflicts between direct and indirect sales motions
Improve partner retention, activation rates, and overall channel contribution to revenue growth
Serve as the front door for accountability with channel partners, setting engagement standards for each team (Growth, Marketing & Content, Merchandising, Analytics, Distribution)
Build sales data model management, drive business insights and decision-making through data analysis, including comprehensive management of operational promotion, competitor index, conversion rate metrics, advertising index, keyword index, and other metric dimensions
Explore new cross-border platform channels while managing and optimizing existing channels to expand market share
Typical Profile:
Bachelor's degree or above in Business, Management, Marketing, or related field; MBA preferred
18+ years of progressive channel operations, channel sales operations, partner management, or related leadership experience
10+ years in senior channel operations leadership roles (VP, SVP) with channel revenue or P&L accountability
Deep expertise in channel operations strategy, partner ecosystem, channel enablement, MDF management, and channel analytics
Experience leading channel operations in complex, multi-channel, multi-partner environments (technology, SaaS, fintech, CPG, cross-border e-commerce)
Excellent leadership, communication, and executive presence; ability to influence C-suite, sales leadership, channel partners, and cross-functional stakeholders
Strong analytical and problem-solving skills with data-driven decision-making mindset; proficiency in channel analytics, performance metrics, and business intelligence tools
Experience in relevant industry verticals (technology, SaaS, fintech, CPG, cross-border e-commerce, retail, distribution)
Proficiency in channel management platforms, CRM systems (Salesforce), partner portals, and analytics tools
Strategic thinker with hands-on execution mindset; comfortable operating in fast-paced, complex partner ecosystems
Excellent stakeholder management and cross-functional collaboration skills
Willingness to travel as needed for partner meetings, events, and stakeholder engagements (30–50%)
Key Metrics:
Channel revenue growth and partner contribution
Partner activation, retention, and productivity rates
Pipeline coverage, conversion rates, and forecast accuracy
Operational efficiency and process compliance
Channel conflict resolution and program adoption rates
Team productivity and execution consistency
Partner satisfaction (NPS, CSAT) and advocacy scores
Channel marketing ROI and marketing efficiency ratios
Budget adherence and channel operations spend forecast accuracy
Stakeholder satisfaction (sales leadership, channel partners, executive leadership, cross-functional partners)

Work arrangement
Yes