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Channel Sales Strategy and Operations Lead

2 months ago

Los Angeles, California, United States Miro Full time

About the Team
In Revenue Operations, we have a straightforward (yet challenging) mission: to foster predictable, scalable, and profitable revenue growth for Miro.

You will become part of a dynamic and enthusiastic Revenue Operations Team dedicated to enhancing customer relationships, managing strategic sales cycles, and effectively communicating the Miro value proposition to a diverse array of accounts globally across all segments.

Your role will place you in a unique position to significantly influence sales culture and both top-line and bottom-line revenue.

Each position at Miro is anchored in one of our physical hubs, and we seek talent eager to contribute to these local, collaborative communities.

Mironeers operate in a hybrid model, with a baseline of three days a week in the office.

About the Role
We are in search of a creative and experienced Channel Sales Strategy and Operations Lead to support the Global Channel Team at Miro.

This position will assist multiple indirect routes to market, including resellers, distribution partners, solution partners, and AWS Marketplace, aiming to drive new business and expansion in Miro's core markets while also supporting our strategic initiatives in Latin America, Asia, Japan, and Emerging Europe.

This role necessitates a profound understanding of the SaaS revenue model and partner revenue share structures.

You will need to be proficient in reporting and analytics to assess the performance of the Channel business, which includes establishing operating KPIs, evaluating the feasibility of financial targets, and pinpointing areas for improvement.

Additionally, you will be required to develop a comprehensive understanding of the daily operations of our partners and Channel Managers to create an end-user experience that minimizes friction while adhering to necessary guidelines.

What You'll Do
1. Analyze the partner landscape and determine the optimal partner mix/strategy aligned with a value proposition that benefits both Miro and the partner.
2. Simplify the process for partners to engage with Miro.
3. Collaborate with the Business Technology team to enhance deal registration and optimize the Salesforce PRM configuration. Bring our vision and best practices; seek feedback; iterate; drive consensus; execute.
4. Ensure timely and accurate administration of partner rebates and payments.
5. Drive essential business cadences to monitor the health of the business (e.g., forecasting, pipeline reviews, QBRs).
6. Partner with Finance to report on the ROI of the channel program and assist in annual planning.
7. Design and manage partner programs that align with behaviors that promote scalability and drive growth; define and analyze operating KPIs.

What You'll Need
- 6+ years of professional experience, including 2+ years in channel, partnerships, or business development roles.
- Advanced skills in Excel or Google Sheets; knowledge of SQL is preferred.
- Experience with Quote to Cash and Partner Portal/Deal registration processes.
- Ability to excel in a dynamic environment; create structure from ambiguity; prioritize effectively; communicate clearly with leadership, managers, and cross-functional partners.
- A strong sense of accountability, excellent project management skills, and a commitment to continuous process improvement.

What's in it for You
- 401k matching and a competitive equity package.
- Comprehensive Medical, Dental, and Vision health benefits.
- Fertility and Family Forming Benefits.
- Flexible time off policy.
- Lunch, snacks, and beverages provided in the office.
- Wellbeing benefits and WFH equipment allowance.
- Annual learning and development allowance to enhance your skills and career.
- Up to $2,000 in charitable donation matches each year.

The estimated salary range for this role is between $146,000 - $191,600. This total package includes an equity component and may also feature variable compensation. Final compensation is determined by factors such as the candidate's skills, qualifications, and experience.

About Miro
Miro is a visual workspace for innovation that empowers distributed teams of any size to create the next big thing. The platform's infinite canvas allows teams to conduct engaging workshops and meetings, design products, brainstorm ideas, and more. Miro, co-headquartered in San Francisco and Amsterdam, serves over 60 million users globally, including 99% of the Fortune 100. Founded in 2011, Miro currently employs more than 1,800 individuals across 12 hubs worldwide.

We are a team of visionaries. We seek individuals who dream big, work diligently, and above all, remain humble. Collaboration is central to our mission, and through our collective efforts, we aim to cultivate a supportive, welcoming, and innovative environment.

We strive to function as a cohesive team to make a significant impact and improve ourselves every day.

If this resonates with you, we encourage you to explore opportunities with us.

Miro is committed to creating and nurturing an environment of belonging and collaboration across cultural differences. Our mission — to empower teams to create the next big thing — informs our approach to our product, people, and culture. We believe that achieving great things requires diverse and inclusive teams. Diversity invites all talent with varying demographics, identities, and styles to participate, while inclusion encourages them to come together.

Every day, we work towards building a more diverse Miro, fostering a sense of belonging for both current and future Mironeers worldwide, and creating an environment where everyone can collaborate and embrace differences.