Channel Operations Manager

Sonar is scaling its global partner and channel ecosystem from a startup motion to an enterprise-grade program. The partner team is growing quickly and adding critical support functions to ensure the partner business aligns to both go-to-market priorities and internal business technology deliverables. This role is the operational backbone of all of it. You will sit in Revenue Operations, embedded day-to-day with the channel team organization, across all partner types. You will own the systems, data, processes, and partner-facing operations that make the partner business run — so that the channel leaders can focus on selling, building relationships, and closing programs rather than managing queues and chasing data. The work is fast, cross-functional, and consequential. Getting the operational infrastructure right is what unlocks those numbers.

Partner Deal Operations

• Deal registration management — own the partner deal reg inbox, SFDC opportunity hygiene, partner-of-record assignments, and dispute resolution (deal mechanics and entitlement).
• Quoting and deal desk coordination — manage partner-sourced quote workflows; own the escalation path to Deal Desk for non-standard structures.
• Compensation data integrity — ensure channel rep compensation data reflects accurate partner attribution; resolve discrepancies with RevOps.

Partner Contracts & Compliance

• System of record — own the global partner contract database across all tiers, regions, and product lines — expirations, tier status, entitlements, margin schedules.
• PRM / CLM data integrity — maintain clean, audit-ready data in the partner relationship management and contract lifecycle systems.
• Contract workflow support — maintain the agreement repository and compliance layer — expirations, audit readiness, and PRM/CLM data integrity; the PPM owns negotiation, drafting, and the signature loop.
• Partner agreement updates — process contract amendments, tier changes, and new-product addenda; coordinate with Legal.

Cloud Marketplace Operations

• Cloud co-sell SFDC tracking — maintain co-sell opportunity hygiene, partner attribution, and deal status in Salesforce; the Cloud Alliance Manager owns the co-sell program and ACE relationship.
• CPPO partner tracking — maintain the CPPO ID tracker across authorized and historical transaction partners; coordinate with the Cloud Alliance Manager on status and activation.
• AWS Marketplace integrations — project-manage the Tackle-to-Salesforce public order integration and other marketplace-to-CRM automation; coordinate technical setup with Salesforce and IT.
• Azure Marketplace operations — track test transactions, payout timelines, and go-live milestones with the Microsoft partner team; own internal coordination across RevOps and Finance.
• Bulk co-sell Salesforce functionality — own implementation and maintenance of bulk co-sell tooling in SFDC (including external advisor handoff and internal IT coordination).

Partner Data & Reporting

• High-propensity / partner match analysis — maintain and update the high-propensity / partner match dataset; support partner-sourced pipeline reviews.
• Cloud partner pipeline review cadences — own scheduling and prep for cloud partner pipeline review calls; compile deal status, attribution, and co-sell data ahead of each session.
• Cloud partnership spend tracking — maintain internal records on cloud provider spend positioning in support of strategic partnership agreements and forecasting.
• MDF allocation and audit — track cloud MDF spend, reconcile actuals against allocation, and maintain the audit trail; the Alliance Manager owns the cloud relationship and joint planning.
• GSI operational tracking — maintain GSI pipeline and activity logs; strategic direction sits with the GSI lead, operational data ownership sits here.

Partner Onboarding & Enablement Ops

• Partner intake and registration — own the partner registration form, intake workflow, and onboarding checklist; coordinate with Legal on click-through contract automation.
• NFR license key management — issue, track, and renew NFR keys; own the operational log; the PPM sets eligibility policy.
• License key delivery — coordinate with Customer Experience / Renewals on license key delivery processes for partner-fulfilled transactions.
• Channel Manager onboarding — maintain and iterate the Channel Manager Onboarding Guide and extranet space; update as systems, programs, and ROE evolve.

Operational Infrastructure

• Case and task queue — build and own a structured case/task queue — modelled on Deal Desk — for Channel Ops and the incoming PPM to manage and prioritize inbound requests.
• Partner program administration — support partner portal access, system provisioning, and data hygiene across the PRM; coordinate with IT and RevOps on tooling.
• Cross-functional coordination — serve as the operational connective tissue between the channel team and Legal, Finance, Deal Desk, Marketing, Product, and IT.
• Channels project tracking — maintain the Channels Operations Project Launch Tracker across traditional partner and hyperscaler workstreams; own status visibility for channel leadership.

Qualifications

• 5+ years of experience in channel operations, revenue operations, or partner operations in a B2B SaaS environment.
• Salesforce proficiency — deal registration workflows, opportunity management, partner attribution, and data hygiene; SFDC admin experience a strong plus.
• Cloud marketplace familiarity — hands-on experience with AWS Partner Network (ACE, CPPO, co-sell), Azure Marketplace, or GCP marketplace operations.
• Data discipline — high attention to accuracy in spreadsheets, dashboards, and CRM; you know when a number is wrong before someone else notices.
• Contract and compliance fluency — able to manage a large contract portfolio, track expirations, coordinate signature workflows, and maintain audit-ready records.
• Cross-functional communication — works effectively with Legal, Finance, Deal Desk, IT, and external partners without losing precision or speed.
• Experience with partner relationship management (PRM) tools — ChannelScaler, MindMatrix or similar.
• Familiarity with Tackle.io or similar marketplace transaction platforms.
• Experience supporting channel incentive programs end-to-end.
• Prior experience in a high-growth SaaS company scaling a channel or partner program from early-stage to structured motion.
• Exposure to CLM (contract lifecycle management) tools.