Sales Operations Manager, Channel
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Job Description
Channel Sales Operations Manager owning partner platform implementation, Salesforce attribution, and global channel operations. Supporting Clio’s legal AI technology growth through partner ecosystems.
Responsibilities:
- Own the business implementation of Clio’s new AI-driven Partner Relationship platform, including requirements, configuration, data model, partner journeys, migration, and adoption
- Own the platform roadmap after launch, including where Salesforce remains the system of record
- Drive down partner-side friction, including partner portal lead conversion
- Map and document Clio’s channel processes end to end, including referral and reseller partner motions
- Identify and close operational gaps slowing down partner account managers
- Own partner-attributed pipeline architecture in Salesforce, including sourced, influenced, and co-sell categorization
- Own channel measurement architecture covering partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contribution by tier
- Own partner program tier mechanics, channel routing and territory logic, rules of engagement, and related enablement material
- Serve as escalation and decision point for partner attribution and credit disputes
- Represent channel operations in annual planning, QBRs, and GTM launches
- Bring operational feasibility into partner program and incentive design
- Support partner pipeline inspection and forecast roll-ups with Channel Sales leadership
- Own the partner performance narrative leadership plans against
- Work with Channel, Sales, Customer Success, Marketing, Finance, and Legal
Requirements:
- 4+ years of relevant experience, with a substantial portion in channel or partner operations specifically
- Hands-on Salesforce experience, including channel-relevant objects and relationships (Partner, Opportunity splits, lead source attribution) and reporting
- Demonstrated ownership of channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin / discount governance
- Experience standing up or materially re-platforming a PRM tool or partner portal
- Proven ability to operate in ambiguity and produce a defensible operating model
- Ability to influence without authority across functions with competing incentives
- Fluent use of AI tooling to streamline workflows, generate insights, and scale operational processes
- Experience operating a partner channel across multiple regions, or during a market entry or M&A integration (strongly preferred)
- High proficiency in Google Sheets or Excel for channel performance modeling and BI tools for partner contribution and attribution reporting (strongly preferred)
- Experience with SalesLoft, ChiliPiper, Gong, and ZoomInfo (strongly preferred)
- Salesforce Admin certification (strongly preferred)
Benefits:
- Competitive, equitable salary
- Top-tier health benefits, dental, and vision insurance
- Hybrid work environment
- Flexible time off policy, with an encouraged 20 days off per year
- EAP benefits for you and household members, including counseling and online resources
- 401k matching
- Child Education Savings
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
- Accessibility accommodations during the recruitment process
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