Channel Sales and Operations Manager
6 days ago
Miro's Revenue Operations Team is dedicated to driving predictable, scalable, and profitable revenue growth for the company. We take pride in growing customer relationships, running strategic sales cycles, and delivering the Miro value proposition to a diverse base of accounts globally across all segments.
As a member of this team, you will be in a unique position to have a substantial impact on sales culture and top-line and bottom-line revenue.
About the RoleWe are seeking a creative and experienced Sales Strategy and Operations Manager to support the Global Channel Team at Miro. This role will involve supporting multiple indirect routes to market, including resellers, distribution partners, solution partners, and AWS Marketplace, with the goal of driving new business and expansion in Miro's core markets as well as supporting strategic bets in Latin America, Asia, Japan, and Emerging Europe.
This position requires a deep understanding of the SaaS revenue model and partner revenue share structure. You will need to be fluent in reporting and analytics to evaluate the performance of the Channel business, including creating operating KPIs, pressure testing the viability of financial targets, and identifying areas of opportunity.
You will also need to develop a deep understanding of the 'day in the life' of our partners and Channel Managers to create an end-user experience that minimizes friction while enforcing the required guardrails.
Key Responsibilities- Analyze partner landscape and identify the right partner mix/strategy tied to a value proposition that is beneficial to both Miro and the partner.
- Make it easy for partners to do business with Miro.
- Partner with the Business Technology team to streamline deal registration and optimize the Salesforce PRM configuration.
- Ensure timely and accurate partner rebates administration, payments.
- Drive core business cadences to monitor the health of the business (e.g., forecasting, pipeline reviews, QBRs).
- Partner with Finance to report on ROI of the channel program and support annual planning.
- Architect and administer partner programs to align with behaviors that create scale and drive growth; define and analyze operating KPIs.
- 6+ years of work experience, including 2+ in channel, partnerships, or business development roles.
- Advanced Excel or GSheet skills; knowledge of SQL preferred.
- Experience with Quote to Cash and Partner Portal/Deal registration processes.
- Ability to thrive in a dynamic environment; create structure out of ambiguity; prioritize effectively; communicate clearly to leadership, manager, and cross-functional partners.
- Deep sense of accountability, strong project management, and a commitment to continuous process improvement.
- 401k matching + Competitive equity package.
- Excellent Medical, Dental and Vision health benefits.
- Fertility & Family Forming Benefits.
- Flexible time off.
- Lunch, snacks and drinks provided in the office.
- Wellbeing benefit and WFH equipment allowance.
- Annual learning and development allowance to grow your skills and career.
- Up to $2,000 of charitable donation matches each year.
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