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Partner Operations Manager
SingleStore is hiring a Partner Operations Manager to own and optimize operations for our channel and indirect revenue business, supporting our partner and reseller ecosystem. As a critical member of the GTM (Go-To-Market) Operations team, you will be responsible for owning the processes, systems, data, insights, and governance that enable and optimize our partner business, working closely with Partner/Channel leadership, Sales, Finance, Legal, and RevOps.
The ideal candidate will ensure that partner deals, marketplace transactions, reseller agreements, and partner fees are executed accurately, efficiently, and in line with our GTM strategy, while providing visibility into performance across the partner ecosystem. This is a highly visible, hands-on role for someone who understands the indirect revenue business and wants to make a significant impact at a fast-growing software company.
What You’ll Do:
- Own the day-to-day operational support for partner, channel, and reseller motions (deal registration, approvals, pricing, workflows, agreements, exception handling)
- Partner with leadership to operationalize partner programs and tiers (benefits, discounts, incentives, requirements) and ensure they are reflected accurately in systems and processes
- Maintain and execute reseller agreements, including standard and non-standard terms impacting bookings, margins, and commissions
- Create and maintain internal and external documentation and training on partner processes (deal reg, marketplace flows, fees, approvals) ensuring clarity for internal teams and partners
- Support joint solution and co-selling motions between direct sales and partners, ensuring clear rules of engagement and attribution
- Serve as a key business owner for partner-related data, processes, and systems (Salesforce, CPQ, partner portals, co-selling tools, marketplace integrations)
- Support the operational workflows for marketplace transactions (AWS, Azure, GCP), including offer creation, credit/ license allocation, and system support. Ensure correct product mapping, pricing, discounts, and fees are reflected in marketplace offers and internal systems.
- Build and maintain dashboards and reporting for partner performance (pipeline, bookings, ACV, margins, marketplace volume). Partner with Finance and Accounting to ensure accurate recognition of reseller business.
- Analyze partner and channel performance to identify gaps, opportunities, and process improvements that increase productivity and profitability.
- Ensure that partner fees, discounts, rebates, and incentives (MDF, SPIFFs, referral fees, marketplace fees, etc.) are correctly set up, tracked, and reconciled
- Define and maintain data standards for partner accounts, contacts, registrations, and opportunities to ensure clean reporting
What You’ll Need:
- 3–5+ years of experience in Partner Operations, Channel Operations, Revenue Operations, or Sales Operations at a B2B technology or SaaS company
- Direct experience supporting both direct and indirect selling motions, including resellers, distributors, and cloud marketplaces
- Strong working knowledge and experience supporting one or more cloud marketplaces (AWS Marketplace, Azure Marketplace, GCP Marketplace) including opportunity submission, tracking, and reporting
- Experience with reseller and channel agreements, including discount structures, partner fees, and incentives
- Hands-on experience with Salesforce (and ideally CPQ and/or PRM tools) for managing partner accounts, opportunities, and deal registration. Experience with designing and maintaining fields, workflows, integrations, and dashboards.
- Advanced analytical skills with the ability to work with large data sets, build reports, and generate insights to inform decision-making
- Proven ability to design, document, and improve processes, balancing governance with ease-of-use for internal teams and partners
- Familiarity with SaaS revenue recognition and bookings policies related to indirect and marketplace deals is preferred
- Excellent communication and stakeholder management skills; able to collaborate effectively with Partner/Channel leadership, Sales, Finance, Legal, and external partners.
- Highly organized, detail-oriented, and comfortable operating in a fast-paced, high-growth environment
