SENIOR CHANNEL OPERATIONS SPECIALIST

About the role

The Senior Channel Operations Specialist manages the assurance of $350M of revenue through the NETSCOUT Reseller partners. The general responsibilities of this position are to manage channel partnerships, ensure efficient operations, and support sales and marketing efforts to drive a highly effective and operationally excellent reseller channel. This position supports the LATAM, APAC, and ANZ territories.

Essential Duties and Responsibilities

• Administration of approximately 1200 + Contracted Resellers worldwide
• Establishing GSA Pricing for all US Federal Sales as well as Canada Government Sales
• Ensure all contracted resellers are certified and trained as required
• Monitor partners for certification compliance and notify for non-compliance or expired certifications
• Ensure readiness and conformance for all resellers assuring resolution of any revenue recognition issues
• Administration and Support of All Distribution Contracts and Operations
• Facilitate partner/reseller onboarding and off-boarding requests from field Sales
• Review partners history of sales/opportunities to identify non-productive partners for terminating
• Work with field team for input and approvals for terminations, designation changes
• Facilities Maintenance Management (FMM) for new MEF claims, troubleshooting any issues
• Supervise and coordinate routing of new deal registrations for new end customers, troubleshoot NetSuite for routing
• Ensure the appropriate territory alignments are in NetSuite via Sales Compensation team for proper Deal Registration routing
• Maintain an up to date (Partner Relationship Management) system which is a fundamental tool to enable NETSCOUT to better communicate, and manage our growing partner landscape, allowing us to ensure that our partners have access to the appropriate information, processes, people and systems to enable our mutual growth
• Review and respond to reseller inquires and requests that come into the Channel Operations mailbox
• Work with the PRM system to grow the channel without compromising compliance obligations and align NetScout’s Business Practices
• Contribute to the effectiveness of NETSCOUT regional and account managers’ reseller relationships in their assigned territories to eliminate the need for channel sales representatives and the related cost of sales
• Work with large partners $1B+ to develop a service using the NETSCOUT products
• Works on complex global deals with named accounts using the reseller community to encompass local customer support, customs product release, and provide ongoing first line service support
• Be the voice and advocate for our reseller community
• Understand NETSCOUT’s operating model and can effectively navigate change through the organization
• Manage requests for contracted and non-contracted Letters of Authorization
• Troubleshoot any issues escalated to channel operations in CRM (SFDC or NetSuite)
• Complete requests for non-contracted resellers set up in CRM (SFDC/NetSuite)
• Reassignment or troubleshooting on any deal registrations from portals

Qualifications/Skills

• Bachelor’s Degree required
• Minimum of 5+ years of experience in a Reseller / Channel Operational Support role
• 2+ years of experience in a Reseller Management role
• Experience with a global technology company highly preferred
• Self-motivated with strong management and motivational skills to lead and train staff
• Strong interpersonal and communication skills with the ability to adjust communication style best suited for different subjects and audiences
• Can communicate and present effectively at all levels across the organization
• Show commitment to the job and actively contributes to a positive work environment, displaying enthusiasm for his/her work and continuously reaches higher

Benefits

• Generous vacation package
• Equity
• Matching 401k plan
• Tuition reimbursement
• Atrractive medical and dental coverage options
• Domestic partner benefits
• Health and Dependent Care spending accounts and Health Savings Account options
• Life and Disability Benefits
• Volunteer Time Off, Matching Charitable Gifts

Location

On-site in Westford, MA