Sales Operations Manager, Channel & Partnerships

About the role

The Sales Operations Manager, Channel & Partnerships is the operational partner responsible for helping OpenSesame scale its partner business with greater clarity, efficiency, accountability, and predictability. This manager-level individual contributor role partners closely with Strategic Partner Managers, Partner Development, the Partner Program Manager, Revenue Operations, Sales, Finance, Business Systems, Legal, Enablement, Marketing, and Product to improve how partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell motions operate from partner lead submission through quote-to-cash. The role requires manager-level judgment, strong business partnership, analytical depth, and the ability to influence change through process, data, systems, automation, and AI-enabled workflows.

Performance Objectives

Within 30 Days: Understand, Diagnose, and Prioritize

• Build a deep understanding of OpenSesame's partner ecosystem, including reseller, OEM, referral, partner-sourced, partner-influenced, and co-sell motions.
• Establish strong relationships with Partner Sales Managers, Partner Development, the Partner Program Manager, Sales, Finance, Business Systems, Legal, Enablement, Marketing, Product, and RevOps.
• Audit current partner lead submission, routing, attribution, opportunity management, handoff, reporting, and quote-to-cash processes.
• Assess adoption and utilization of key partner tools and workflows, including Euler, Crossbeam, Salesforce, Gong, Looker, ZoomInfo, Clay, and related GTM systems.
• Identify friction points impacting partner lead submission, partner visibility, SPM productivity, reporting accuracy, quote-to-cash execution, and forecast confidence.
• Deliver a current-state assessment with prioritized recommendations, including quick wins and longer-term operating improvements.

Within 60 Days: Improve Process, Visibility, and Adoption

• Refine partner lead and opportunity workflows to improve routing accuracy, attribution, pipeline visibility, and accountability.
• Establish clearer standards for partner lead submission through Euler, including required fields, SLAs, review process, ownership, and follow-up expectations.
• Improve use of Crossbeam to support account mapping, overlap analysis, co-sell opportunity identification, partner prioritization, and joint pipeline visibility.
• Build or improve reporting views for Partner Sales Managers, Partner Development, Partner Program leadership, Sales leadership, Finance, and RevOps.
• Partner with Business Systems to scope CRM, Euler, Crossbeam, and workflow improvements that reduce manual work and improve data quality.
• Identify automation or AI-enabled opportunities to streamline partner operations, improve lead hygiene, summarize partner performance, or surface pipeline risk faster.
• Align with Enablement and the Partner Program Manager on internal and partner-facing communication, training, and adoption reinforcement.

Beyond 90 Days: Scale Partner Operations and Strategic Impact

• Own ongoing operational health across partner lead submission, attribution, opportunity management, reporting, and quote-to-cash workflows.
• Build durable reporting that helps leadership understand partner pipeline quality, conversion, revenue contribution, account overlap, and growth opportunities.
• Surface insights on partner performance, partner fit, source quality, deal velocity, conversion, attribution, and partner profitability.
• Support Partner Development with data-backed insights to identify, prioritize, and evaluate potential new partners.
• Support Partner Sales Managers with clear views into partner account activity, pipeline, performance, whitespace, and expansion opportunities.
• Partner with Finance, Legal, Deal Desk, and Sales to improve operational clarity across OEM and reseller quote-to-cash processes.
• Drive measurable improvements in tool adoption, workflow efficiency, partner lead compliance, reporting accuracy, and partner pipeline visibility.
• Be viewed by Partner leadership as a trusted operating partner who brings clarity, urgency, and practical solutions.

Responsibilities

• Partner Pipeline, Attribution & Rules of Engagement:
  • Own operational visibility into partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell pipeline.
  • Improve partner lead submission, routing, tracking, and attribution across Euler, Crossbeam, Salesforce, and related systems.
  • Support and operationalize partner attribution rules, including source, influence, referral, reseller, OEM, and co-sell motions.
  • Help maintain partner rules of engagement, including lead submission requirements, ownership, AE/SPM handoff expectations, response SLAs, conflict resolution, and exception handling.
  • Identify attribution gaps, duplicate submissions, unclear ownership, inconsistent crediting, stale opportunities, or missing partner data.
• Partner Tool Adoption, Automation & AI:
  • Drive adoption of partner tools and workflows by making processes clear, useful, and easy to follow for internal teams and external partners.
  • Diagnose friction across Euler, Crossbeam, Salesforce, reporting, handoffs, and quote-to-cash workflows.
  • Partner with Business Systems, Analytics, and Enablement to scope, test, and roll out system or workflow improvements.
  • Identify opportunities to use automation and AI-enabled workflows to reduce manual work, improve data quality, and surface insights faster.
  • Explore use cases such as partner performance summaries, lead quality checks, account overlap insights, partner QBR prep, pipeline risk alerts, quote-to-cash prompts, and executive reporting.
• Reporting, Analytics & Strategic Insights:
  • Build and maintain reporting that helps Partner leadership understand what is working, what is at risk, and where to focus.
  • Analyze partner pipeline, conversion, sales cycle, win rates, deal velocity, source quality, attribution, account overlap, and revenue contribution.
  • Support partner QBRs, business reviews, annual planning, and performance discussions with clear, data-backed insights.
  • Translate messy or incomplete data into executive-ready recommendations: what changed, why it changed, what is at risk, and what action is recommended.
• Partner Program, Planning & Growth:
  • Support the Partner Program Manager with operational infrastructure for partner tiers, program rules, incentives, enablement, compliance, and performance measurement.
  • Support Partner Development with analysis to identify and prioritize prospective partners based on fit, account overlap, market opportunity, and revenue potential.
  • Support Partner Sales Managers in managing and expanding partner relationships through account visibility, pipeline insights, partner activity reporting, and process clarity.
  • Build visibility across the partner lifecycle, including recruitment, onboarding, enablement, activation, pipeline creation, revenue contribution, and expansion.
• Quote-to-Cash & Cross-Functional Operations:
  • Build operational understanding of quote-to-cash requirements across OEM, reseller, referral, and other partner motions.
  • Partner with Finance, Legal, Deal Desk, Business Systems, and Sales to clarify requirements, reduce friction, and improve handoffs.
  • Improve visibility into partner deal economics, including discounts, reseller margins, referral fees, OEM terms, payment obligations, and revenue recognition considerations where applicable.
  • Translate business needs into clear requirements for process, reporting, systems, and enablement improvements.

Compensation

On-target earnings for this role range between $135,000 and $150,000 per year, depending on experience, which includes base salary and variable incentive compensation based on performance.

Benefits

• Comprehensive medical, dental, and vision coverage
• Fle