Sr. Manager Channel Strategy & Planning

ZoomRemote Office (CA) Bay Area - San Jose (CA)5 months ago

The Channel Operations team supports channel and alliance partners.  We have oversight into and are accountable for the operational readiness of lead to order capabilities, partner referral and financial incentive programs, as well as the user experience, systems, tools, and processes necessary for our partners and internal teams.  We also provide data insights to our internal business stakeholders driving and supporting strategic decisions and planning decisions.  The Senior Manager, Channel Strategy and Planning job scope will include supporting the Head of Channels + BD, and the channel leadership team with strategy and growth planning, along with analytics and data driven insights.


  • Support the Head of Channels + BD with preparation for business reviews and strategy presentations, QBR, and other planning and strategy activities
  • Channel team primary point of contact for Connected Planning activities for territory planning, account mapping, and more
  • Oversee data analyst team
  • Ability to function as resource for establishing strategic direction
  • Manage projects and ad hoc analysis supporting strategic initiatives providing creative input, in-depth analysis and innovative thinking
  • Provide primary analytics support for strategy management
  • Interpret analytical findings into relevant, actionable and understandable insights and actions
  • Continuously identify enhancements to existing performance management reporting to better support strategic objectives.
  • Act as ongoing thought partner and lead strategic planning and decision-making for the Channel team through integrated analysis of external marketplace dynamics and internal/business profitability levers
  • Ensure business partners are well informed of Channel strategies and priorities; educate key stakeholders and participants about strategic plan requirements and milestones
  • Conduct regularly scheduled meetings with Channel leadership and other key managers of the business for the purpose of reviewing progress as well as identifying growth opportunities
  • Partner with Channel Sales leaders to develop KPI targets
  • Visualize data for executive, leadership, and departmental needs
  • Lead forecasting related activities and driving consistency in our reporting and planning
  • Create content for periodic updates and all-hands meetings as well as internal and external presentations
  • Develop an understanding of the main reasons for our business and how different teams' work contribute to them
  • Create presentations that demonstrate progress against achieving our strategic vision & goals
  • Create, develop, and deliver sales performance review and strategic analysis presentations
  • Effectively manage, train, mentor, and motivate direct reports to build a world-class team


  • 8-10  years’ experience in a similar role, preferably within Channel, in a software or SaaS company
  • Strong leadership and communication skills, organized and able to multitask
  • A global mindset, combined with the capability to understand and correctly represent all the geographies are essential
  • Strategic planning, critical thinker, analytical and strong business acumen skills
  • Strong analytical skills and a natural predisposition toward data-driven decision making 
  • Self-starter, thrive in a fast-paced, exciting work environment, with bias towards action
  • Proven leadership skills and performance driven
  • Superior analytical and problem solving skills to help understand and prioritize opportunities against the bigger picture
  • Exceptional determination, tenacity, self-motivation and interpersonal skills
  • Demonstrates sound judgment, attention to detail, accuracy, and follow through
  • Excellent written and verbal communication
  • Ability to communicate with influence and action at every level. 
  • Works well in team environment, with sound negotiation and problem-solving skills
  • Demonstrated success managing remote teams
  • Experience with, Zuora, Google Suite, and other planning tools a plus
  • Bachelor's degree in business administration, management, finance or other relevant field required

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