Senior Manager, Channel Operations
Digital Realty

Job Info

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Position Title: Sr. Channel Operations Manager

Location: Dallas/Austin, TX

Your role

Digital Realty is looking for an experienced Senior Channel Operations Manager in support of our broader digital transformation needs in the company.

The Company has recently gone through big changes making this one of the most exciting times to join. This period of continued growth for the company has meant excellent opportunities for career growth for our people.

This position provides the opportunity to come in and really make a difference, improve systems and processes, and become an important contributor to the achievements of the department.

You will play a key part in supporting the Global Channel Sales organization and building alignment across a range of stakeholders to leverage best practices and enable tools and system optimization. In addition, you will conduct needs analyses and address knowledge gaps and opportunities for improvement.

This is a fantastic opportunity for someone with channel operations experience and genuinely enjoys working closely with the channel and alliances organization to deliver precise, scalable revenue operations for business conducted through alliances and indirect channels.

What you'll do

Business Reporting Analysis

• Collaborate with the Global SVP of Channel and Alliance to provide analysis to support business decisions and planning for Channel Sales Strategy and Planning, Sales Leadership, Marketing Operations, Marketing Leadership and other associated organizations
• Develop reporting with the business intelligence team to measure ROI and effectiveness of channel programs and investments.
• Create and maintain insightful dashboards and scorecards that will enable the Channel Sales Organization to improve Business Outcomes and optimize Operational Efficiency

Partner Commissions Management

• Manage the appropriate payment processes for each partner type
• Own the commission plan and participate in the process for setting goals, evaluating and paying against that plan
• Identify potential partners for both Channel and Alliances and assist in the registration process to maintain a healthy portfolio of partners.
• Calculate and issue monthly statements to partners, working closely with finance to ensure effective and timely distribution process
• Serve as the primary point of contact for the administrative aspects of and questions relating to partner monthly distributions statements
• Respond to partner inquiries and provide timely and accurate information
• Working with the finance team, monitor and reconcile partner capital accounts as needed
• Ensure that best practices are followed, including updating policies and procedures to fit the current conditions of the business
• Develop and implement policies and procedures related to partner compensation
• Drive process improvements, utilizing technology to improve efficiency
• Communicate effectively with Partners about their distributions and other related questions

Business Process Management

• Maintain policies (Rules of Engagement) and procedures to foster alignment, collaboration and sales harmony with the direct sales teams and drive program consistency in all deployed regions
• Collaborate with Sales Process Management and IT to ensure systems such as SFDC and Clari are aligned to the management and reporting needs of Channels and Alliances
• Capture feedback on knowledge gaps and help develop content/training to address these gaps
• Act as a subject matter expert to verify process flows and handoffs with other roles/processes as part of the extended IT project team
• Provide system functionality feedback to inform system enhancements and improvements
• Capture asks from the Partner Sales team and work with IT to prioritize roadmap

Cross-Functional Collaboration

• Develop relationships with and influence internal business teams e.g. Marketing, Finance, Legal, Sales Enablement, etc. to ensure that Channel and Alliances is positioned for success and given necessary attention and prioritization
• Manage other tasks assigned on quarterly or annual basis

What you'll need

• BA/BS degree, with 5+ years of relevant work experience in channel operations, sales operations, or business analytics
• Expert proficiency with MS Excel, MS Access and comfort with large data sets.
• Must have knowledge of Salesforce.com
• Nice-to-have knowledge of Oracle CPQ, Clari and Anaplan
• Experience with a Data Visualization Platform (PowerBI, Tableau, etc)
• Analytical problem solver and independent-minded thinker; can apply theoretical concepts to real business problems.
• Excellent writing and communication skills
• A high degree of organization, time management, and attention to detail
• Ability to work well in a cross-functional, global environment and accommodate time zone differences
• Self-starter with strong work ethic and ownership of follow-through to completion
• Experience managing projects and providing leadership to develop internal agreements
• Ability to thrive in a fast-paced environment and maintain a positive, result-oriented attitude
• Fluent in Business-level English (written and orally) - other European languages an advantage

A bit about us

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company's global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents.

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

A bit about our Digital

Sales

Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships.

What we can offer you

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers.

Join us and you'll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you'll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We'll also give you plenty of development opportunities so you can build a rewarding and successful career with us.

Our Compensation Philosophy

Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.

This is an exciting time to join our business so apply now and make your mark on our future.

Notes:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.

Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled. All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.

Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.

Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.

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