Channel & Alliances Revenue Operations Lead

Location: Austin, Texas or San Diego, California 

Department: Sales 

Reports To: Head of Revenue Operations

About the Opportunity

Our client is a rapidly growing technology company that serves enterprise customers through a combination of direct sales, strategic partnerships, channel relationships, and alliance ecosystems. As the organization continues to scale, they are seeking a Channel & Alliances Revenue Operations Lead to build and manage the operational framework supporting their indirect revenue channels.

This highly visible role will serve as the operational backbone for channel and alliance programs, ensuring partner motions are measurable, scalable, protected, and optimized for growth. The successful candidate will work closely with Revenue Operations, Channel Sales, Partnerships, Finance, and Executive Leadership to support a world-class partner ecosystem.

Position Overview

The Channel & Alliances Revenue Operations Lead will own the systems, processes, governance, reporting, and operational controls supporting indirect revenue generation. This individual will be responsible for partner deal registration, co-sell attribution, partner program operations, MDF administration, channel reporting, conflict resolution workflows, and partner data governance.

The ideal candidate combines strong revenue operations expertise with deep experience supporting channel sales, strategic alliances, partner programs, and indirect sales motions within a B2B technology environment.

Key Responsibilities

Deal Registration & Channel Conflict Management

• Own and manage the partner deal registration process from submission through approval and protection.


• Maintain partner opportunity registration records and deal protection policies.


• Monitor and enforce response-time commitments and operational service levels.


• Identify potential conflicts involving partner-sourced and direct sales opportunities.


• Facilitate resolution processes for channel conflicts and overlapping sales activities.


• Develop and maintain policies that ensure fairness and transparency across partner relationships.

Partner Program Operations

• Manage operational support for tiered partner programs.


• Track partner program requirements, performance metrics, certifications, and participation levels.


• Monitor partner attainment of program thresholds and eligibility requirements.


• Administer Market Development Fund (MDF) processes, including:
  
  
  
  • Budget tracking
  
  
  • Proposal intake
  
  
  • Approval workflows
  
  
  • Utilization reporting
  
  
  • Expiration management
  
  
  
  


• Support resource allocation and cross-functional planning efforts.

Co-Sell Attribution & Revenue Reporting

• Own attribution methodologies for partner-influenced and co-sell opportunities.


• Ensure accurate tracking of partner participation throughout the sales lifecycle.


• Develop and maintain dashboards for:
  
  
  
  • Partner-sourced pipeline
  
  
  • Indirect revenue
  
  
  • Co-sell performance
  
  
  • Partner productivity
  
  
  • Program participation
  
  
  • Operational compliance
  
  
  
  


• Prepare quarterly business review materials and executive-level reporting.


• Deliver insights and recommendations to improve partner performance and program effectiveness.

Data Governance & Partner Operations

• Establish and maintain partner data governance standards.


• Manage access controls, security protocols, and partner-related data permissions.


• Ensure confidentiality requirements are consistently followed across all partner relationships.


• Document operational processes, workflows, reporting structures, and governance procedures.


• Maintain audit-ready documentation and operational standards.

Compensation & Cross-Functional Support

• Support partner-related compensation and incentive processes.


• Assist with quota crediting, referral attribution, and indirect revenue recognition workflows.


• Partner with Sales, Finance, Revenue Operations, and Partner leadership to ensure reporting accuracy.


• Support cross-functional initiatives that improve alignment between direct and indirect revenue teams.

Required Qualifications

• 8–10 years of experience in Revenue Operations, Sales Operations, Partner Operations, Channel Operations, or related business operations functions.


• Minimum of 4 years supporting channel sales, strategic alliances, or partner ecosystems.


• Experience managing partner deal registration programs and conflict resolution processes.


• Experience administering Market Development Fund (MDF) programs and partner incentives.


• Strong knowledge of partner program structures, performance metrics, and operational governance.


• Experience with CRM platforms, including workflow automation, custom reporting, dashboards, and data management.


• Experience tracking and reporting partner-sourced, partner-influenced, and co-sell revenue.


• Strong understanding of data governance, access controls, and partner confidentiality requirements.


• Experience building executive dashboards, business reviews, and operational reporting frameworks.


• Excellent communication and stakeholder management skills.


• Bachelor's degree in Business, Operations, Finance, Marketing, or a related field.

Preferred Qualifications

• Experience supporting enterprise technology, cloud, software, infrastructure, managed services, telecommunications, or other complex B2B sales environments.


• Experience working with major technology alliance ecosystems, strategic partnerships, or large-scale channel programs.


• Familiarity with partner relationship management (PRM) platforms and partner portals.


• Experience supporting channel commission programs, overlay teams, and quota-crediting methodologies.


• CRM certifications and advanced platform administration experience.


• Experience in high-growth organizations with rapidly evolving go-to-market models.


• Knowledge of consumption-based or recurring-revenue business models.

Ideal Candidate Profile

• Highly organized with exceptional attention to detail.


• Strong analytical and operational problem-solving abilities.


• Skilled at balancing partner interests with business objectives.


• Thrives in complex, cross-functional environments.


• Comfortable building processes and governance structures from the ground up.


• Able to influence stakeholders across Sales, Partnerships, Finance, Operations, and Executive Leadership.


• Passionate about creating scalable revenue operations frameworks.

Compensation & Benefits

Our client offers a competitive compensation package, including:

• Base salary of $160,000 – $180,000


• Performance-based bonus opportunity


• Equity participation potential


• Comprehensive medical, dental, and vision coverage


• 401(k) with company match


• Generous paid time off


• Professional development and career advancement opportunities

Compensation will be determined based on qualifications, experience, geographic location, and market considerations.

Why Consider This Opportunity?

This is an opportunity to play a pivotal role in building and scaling a strategic partner ecosystem within a rapidly growing technology organization. You will work closely with executive leadership, influence revenue growth through indirect channels, and develop the operational infrastructure that enables long-term partner success. The role offers significant visibility, ownership, and the chance to shape a critical function with company-wide impact.