Senior Channel Revenue Operations

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JumpCloud

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2013

☁️ SaaS

🔐 Security

🏢 Enterprise

💰 $66M Series F on 2021-10

SaaS • Security • Enterprise

JumpCloud is a unified identity, device, and access management platform that helps organizations centrally manage and secure their IT infrastructure across multiple operating systems and devices. It provides comprehensive solutions for cross-platform device management, cloud-first directory services, Active Directory modernization, and hybrid work enablement. JumpCloud enhances security through features such as zero trust security, passwordless authentication, and multi-factor authentication. Its platform supports automated onboarding and offboarding, identity lifecycle management, conditional access, and compliance management. JumpCloud integrates with various HR systems and offers SaaS management, allowing companies to streamline IT operations and reduce complexity. Trusted by organizations worldwide, JumpCloud is recognized for its ability to unify and secure digital workplace environments efficiently and effectively.

📋 Description

• Design, build, and own end-to-end operational processes for the Channel business — including partner onboarding, deal registration, co-sell workflows, partner tiering, and MDF/incentive management. • Define and document standard operating procedures (SOPs) for all partner-facing and internal channel processes, ensuring scalability and cross-functional alignment across Sales, Finance, and Marketing. • Proactively identify bottlenecks in the partner lifecycle (sourced, influenced, co-sell) and implement durable, scalable solutions — not workarounds. • Partner with Channel leadership to build operational frameworks that support VAR, MSP, and Distributor segmentation strategies. • Define the reporting requirements for the Channel business in partnership with Analytics — covering pipeline, partner-sourced vs. influenced revenue, partner health scores, deal registration conversion, and program ROI. • Build and maintain Channel GTM performance dashboards that give leadership real-time visibility into partner activity, pipeline contribution, and attainment. • Translate complex channel data into clear, executive-ready insights and recommendations. Own the cadence of business review reporting packages for the Channel organization. • Serve as the subject matter expert and primary liaison to the Analytics team for all channel data modeling, attribution logic, and reporting infrastructure builds. • Own the administration, configuration, and strategic roadmap of Impartner as the primary PRM platform — including partner portal design, deal registration workflows, certification tracking, and MDF management. • Leverage Crossbeam to manage partner ecosystem intelligence, account mapping, and co-sell opportunity identification. Drive adoption and process integration of Crossbeam data into Salesforce and partner workflows. • Partner closely with the Enterprise Systems team to scope, prioritize, and deliver systems enhancements that support channel operations. Translate business requirements into clear technical specs and serve as the channel SME throughout implementation. • Evaluate and guide the adoption of additional GTM tools that enhance channel efficiency and visibility. • Act as the primary RevOps partner to the Channel & Alliances leadership team, providing strategic operational guidance on partner program design, capacity planning, and go-to-market coverage.

🎯 Requirements

• 8-10+ years in Revenue Operations, Sales Operations, or Channel Operations, with the majority of that experience focused on partner/channel GTM motions. • Demonstrated, hands-on experience building channel operations programs from scratch — including process design, reporting frameworks, and systems configuration — for VAR, MSP, and/or Distributor businesses. • Deep expertise with Impartner (PRM administration, portal configuration, deal registration, MDF workflows) and Crossbeam (account mapping, co-sell workflows, ecosystem data integration). • Advanced Salesforce proficiency — including partner account structures, opportunity management, process automation, and reporting — with experience managing channel-specific Salesforce configurations. • Proven track record collaborating with Analytics and Enterprise Systems teams to define requirements and deliver reporting infrastructure and systems enhancements. You know how to translate business needs into technical specs and hold cross-functional partners accountable. • Strong command of data analysis tools (Excel/Google Sheets, BI platforms) with the ability to build and maintain complex operational models and dashboards. • Experience supporting channel compensation and incentive programs in partnership with Finance — including familiarity with MDF program structures, partner tier frameworks, and attainment tracking. • Excellent communication and executive presence — you can distill complex operational data into clear recommendations for senior leadership and influence without direct authority. • Proven ability to manage multiple concurrent workstreams in a fast-paced, high-growth environment with a bias toward action and structure.

🏖️ Benefits

• JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.