Global Channel Operations Manager

Business Area:

Seniority Level:

Job Description: 

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry.  Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

This global strategic operations role is pivotal in shaping and evolving the global partner ecosystem to drive sustainable new revenue growth and expansion and high-impact business outcomes. The role is responsible for overseeing and optimizing partner operations worldwide, including partner field sales enablement, supporting partner programs, and partner engagement metrics.

Key priorities include accelerating revenue growth, expanding market presence, and strengthening partner relationships. The ideal candidate will lead business-critical initiatives that enhance performance and efficiency across all regions, delivering actionable insights through sales metrics, advanced analytics, and clear, data-driven recommendations for senior leadership. The Cloudera Ecosystem for growth is comprised of Resellers, SIs (Regional & Global), ISVs, Cloud Providers, and AI Hardware Platforms. 

As a Global Channel Operations Manager You will:

• Strategic Partnership Operations: Provide strategic business partnering and operational excellence for our Global Alliances & Channels organization, supporting the strategies and ensuring alignment with the overall business objectives (Northstar, key initiatives, executive staff/board updates)

• Provide thought leadership support, perform business and commercial analysis, and support the execution of day-to-day mission-critical operations

• Conduct research and provide value-added, data-supported recommendations for strategic growth initiatives and incentive programs; including experience in partner commercial models with GSIs/RSIs, MSPs, OEMs, & Cloud. 

• Manage partner operations rhythms across forecast & pipeline, demand generation, leadership business reviews (QBRs), All Hands, and Town Halls.  

• Provide effective analytics and data-driven insights on partner performance, benchmarks and tracking of critical KPIs

• Coordinate annual planning efforts including defining KPIs, target setting, HC & budget modeling, compensation plans, MBO support, etc.

• Establish and lead deal partner governance in partnership with commercial operations for rules and engagement and non-standard deal reviews to maintain compliance and a healthy ecosystem.  

• Partner with Sales leadership to develop rules of engagement and other policies as needed for working with partner organization. 

• Liaison with systems FSS, data, and GTM operations teams to build reliable and scalable infrastructure, operating processes, and data. 

• Drive cross-functional alignment with marketing, product, finance, and legal to ensure seamless partner engagement and campaign execution.

• Analyze the team’s performance data, proactively review and identify leading and lagging indicators, and create multi-level dashboards to improve efficiency and profitability. 

• Be a trusted advisor to the entire leadership team. 

We’re excited about you if you have:

• BA/BS degree. 10+ years of experience in Go-To-Market analytics, Sales and/or Partner Operations. Prior experience with a fast growth enterprise software company.

• Strong understanding of partner sales operations and routes to market, management, planning, and analysis in the enterprise software industry.

• Strong organizational skills with the ability to manage multiple projects simultaneously, set transparent expectations with stakeholders and agilely respond to shifting priorities. 

• Experience with Salesforce.com CRM functionalities / process and advanced modeling skills with excel / g-sheets required

• Excellent communicator with proven ability to clearly convey ideas and information in written and verbal form to a variety of audiences

• Endless curiosity and a desire to dive deeper into understanding the business

• Ability to demonstrate diplomatic and solution-oriented interpersonal skills with colleagues and other partners

• Ability to distill complex problems, assess multiple viewpoints, and recommend a path forward. 

• Demonstrated passion for information and business intelligence

• Experience in working with people across the globe and appreciation of the cultural nuances when working in a global, remote-first environment

You may also have:

• Salesforce admin

• Tableau experience (or other BI/analytics tools)

• BQ/SQL

What you can expect from us:

• Generous PTO Policy 

• Support work life balance with Unplugged Days

• Flexible WFH Policy 

• Mental & Physical Wellness programs 

• Phone and Internet Reimbursement program 

• Access to Continued Career Development 

• Comprehensive Benefits and Competitive Packages 

• Paid Volunteer Time

• Employee Resource Groups

EEO/VEVRAA

LI - CH1

LI - Remote