Position OverviewNetwrix's channel program is a significant and growing part of our business - generating approximately $250M annually through a global network of resellers and partners managed by 16 Channel Account Managers across North America, LATAM, EMEA, and APAC. The program runs on Salesforce and a customized partner portal, and it works. But it's operating without the operational infrastructure it needs to scale.
This is a new role. You'll be the first dedicated channel operations resource at Netwrix, reporting directly to the Head of Global Sales Operations. That means you'll have real ownership - of the partner program structure, SFDC channel data governance, renewal operations for a $200M book, incentive and MDF administration, and the day-to-day operational backbone that lets 16 CAMs spend more time with partners and less time on admin.
If you're someone who has done channel ops work and wants to own a function rather than support one, this is the role. You'll work closely with regional sales leadership across North America and internationally, and you'll have direct visibility to the CRO.
What You'll DoPartner Program Design & Governance w
- Own and evolve the Netwrix global partner program - tier structure, partner requirements, benefits, and progression criteria
- Define and enforce deal registration policy globally, including rules of engagement between direct and channel, conflict resolution, and co-sell guidelines
- Maintain global partner agreement templates in coordination with Legal; track partner contract compliance and annual tier recertification
SFDC & Partner Portal Operations- Own SFDC channel data integrity across all regions - partner account hierarchy, opportunity source tagging, CAM assignments, deal registration objects, and renewal linkage
- Serve as the business owner for the partner portal - manage the enhancement roadmap, content currency, and configuration changes in partnership with IT
- Build and maintain channel reporting in Salesforce: pipeline by region and tier, new license bookings, renewal coverage, deal registration conversion, and CAM productivity metrics
Renewal Operations - Support the partner renewal process - renewal opportunity support, partner notification cadence, at-risk flagging, and CAM assignment for coverage across a ~$200M annual renewal book
- Produce a weekly renewal at-risk report; maintain partner renewal forecast visibility in SFDC for Sales Operations leadership
Incentives & MDF Administration - Design, administer, and track partner incentive programs - rebates, SPIFFs, co-op/MDF, and new license or renewal accelerators
- Manage incentive approval workflows, payout tracking, and ROI reporting; build and maintain the annual channel incentive budget with Finance
CAM Enablement & Operational Support - Onboard new CAMs to Netwrix channel systems, tools, and process; maintain a global CAM operations playbook
- Serve as the first escalation point for CAMs on operational issues - portal access, SFDC data problems, deal registration disputes, and incentive questions
- Represent the channel in Sales Operations cross-functional initiatives - pricing changes, product launches, system enhancements, and marketing programs
Qualifications- 5-7 years in channel operations, partner programs, or sales operations within a B2B software or technology company. Direct experience in channel ops - not just channel sales - is required.
- Demonstrated experience designing or administering partner program mechanics: tier structures, deal registration, partner incentives, rebates, MDF, or co-op programs.
- Hands-on Salesforce (SFDC) experience required - partner account management, opportunity tracking, reporting and dashboards, and data governance. Experience with Salesforce Experience Cloud or a PRM platform is a strong plus.
- Partner portals- has owned or closely administered a partner portal - managing content, user access, deal registration workflows, and partner-facing functionality.
- Comfortable working across multiple time zones and regions. Has supported or collaborated with international teams (NAM plus at least one of EMEA or APAC).
- Can build and interpret channel reporting; translates data into operational recommendations. Comfortable working in SFDC reports, Excel, or a BI tool.
- This is a net-new function. The right person is self-directed, organized, and doesn't need a playbook handed to them - they're building it.
- Strong cross-functional collaboration and influence without authority. Operates calmly in a fast-moving environment. High attention to detail.
