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Couchbase

Channel Sales Operations ManagerMountain View, California, United States

Channel Sales Operations Manager

Mountain View | California | United States

Summary:

Couchbase is seeking a Sales Operations Manager - Channel and Partner Sales Programs to play a vital role in our Global Sales Operations team. Reporting to the Sr. Director of Sales Operations, the right candidate will be a seasoned team player with excellent cross-functional teaming and influencing skills, a deep understanding of diverse channel partner operations, an excellent communicator and relationship-builder with Business Development, Marketing and Partners, and an outstanding track record of results.

This position works in sales operations supporting both Field Sales and Business Development teams, working cross-functionally with the following organizations: Marketing, Education Services, Enablement, Field Sales Teams, Sales Operations, IT, Services, and SME's balancing various business requirements. This role requires a unique combination of skills including expertise with SFDC and Excel, project management, as well as solution and technology partner programs.
A successful candidate should be able to efficiently manage projects, organize tasks, influence Subject Matter Experts (SME's) and field resources cross functionally and globally.
This role requires the ability to operate effectively and on a metrics driven team in a fast-paced dynamic environment. In this key role, you will responsible for driving the tools and infrastructure strategy, business processes, reporting and analytics for programs that assure partner satisfaction around "ease of doing business" practices.
This position reports directly to the Sr. Director, Global Sales Operations.

Responsibilities:
  • The position will define, measure, analyze, implement, and control (DMAIC) all aspects of global tools, processes and systems to support field sales for both direct and partner selling motions.
  • Design, enhance and implement the infrastructure and business processes required to effectively manage a successful set of channel incentives and programs including onboarding, discount matrix, program compliance management, lead routing, opportunity registration, promotions program management and reporting.
  • Project manage key IT system launches (PRM, Partner Locator, Training Applications, etc.) and projects for partners organization
  • Development and business ownership of industry-leading Partner Relationship Management (PRM) system
  • Design, enhance and implement the infrastructure & business processes required to effectively manage a successful set of partner incentives and programs including onboarding, programs, and reporting
  • Build and maintain tools, processes and systems for the channel (to support the BD team, field and partners)
  • Scope and define business requirements for business tools and processes
  • Develop and maintain documented processes as needed
  • Manage opportunity registration and referral programs including system maintenance and continuous process improvements, working closely with sales and channels
  • Recommend ways to drive implement efficient processes with internal tools, documentation and technology
  • Manage and maintain partnership agreements and liaise internally when new partners are signed, existing partners move to new term, or are terminated.
  • Develop, maintain, document all channel program operations procedures
  • Proactively collaborate with cross-functional teams including business development, field sales, inside sales, marketing, legal, sales operations, learning services and partners to provide appropriate information
  • Develop, manage and publish a set of ROI metrics to achieve visibility on impact from channel systems including opportunity registration, onboarding, enablement, wins and other projects as assigned
  • Produce weekly and quarterly reports and analysis on opportunity registration and referral program
  • Support both Field Sales and Partner teams with quarterly business / KPI reporting

Desired Skills and Experience:
  • BA/BS degree in related field. MBA preferred.
  • Expert user of Microsoft Excel, Powerpoint and Salesforce.com.
  • Familiarity with BI tools ie, Tableau.
  • Experience in supporting an Enterprise field sales team and sales cycle.
  • 5+ years of channel programs or operations experience, preferably in a start up/challenger environment.
  • Excellent and effective communication skills (written & verbal)
  • Ability to provide guidance and innovate change and improvement within a fast-paced and dynamic environment
  • Proven ability to meet designated timelines while prioritizing - Self-directed, professionally assertive and self-driven
  • Strong process and program definition management skills (detail oriented)
  • Must be able to solve complex problems and manage multiple technical and business stakeholders
  • Experience and proven track record of working with cross functional and cross organizational teams
  • Strong collaboration & negotiation skills, showing ability to influence without ownership, gaining support and trust across the organization to achieve agreed upon business outcomes.
  • Outstanding project management skills and the proven ability to manage multiple complex initiatives in parallel.
  • A personal style that is viewed as open-minded and collaborative.

About Couchbase

Couchbase's mission is to be the data platform that revolutionizes digital innovation. To make this possible, Couchbase created the world's first Engagement Database. Built on the most powerful NoSQL technology, the Couchbase Data Platform offering includes Couchbase Server and Couchbase Mobile and is Open Source. The platform provides unmatched agility and manageability - as well as unparalleled performance at any scale - to deliver ever-richer and ever more personalized customer experiences.

The world's largest enterprises choose Couchbase for the most demanding web, mobile and IoT applications - companies like Amadeus, AT&T, Cisco, Comcast, Concur, Disney, Dixons Carphone, eBay, General Electric, LinkedIn, Marriott, PayPal, Ryanair, Viber, Tesco, United Airlines, Verizon, Wells Fargo, and hundreds of others around the world use Couchbase Data Platform for their interactive web, mobile, and IoT applications.

Couchbase's HQ is conveniently located in Mountain View with additional offices throughout the globe. We're committed to a work environment where you can be happy and thrive, in and out of the office.

[EEO - US]

Couchbase is proud to be an equal opportunity workplace. Individuals seeking employment at Couchbase are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws.

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