Sales Operations Manager, Channel

🔥 25 minutes ago

🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

💵 $130.6k - $195.8k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

📊 Sales Operations

👻 Ghost score 0%

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Clio - Cloud-Based Legal Technology

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2008

☁️ SaaS

⚖️ Legal

🔐 Security

SaaS • Legal • Security

Clio is a cloud-based legal technology company that provides comprehensive legal practice management software for law firms. The platform offers a range of solutions including client intake, billing, document management, and calendaring to streamline law firms' operations. Clio is designed to improve the efficiency of legal practices by automating administrative tasks and providing secure, reliable data storage with a strong focus on data security. The software is enhanced with features that accommodate different areas of legal practice, and it integrates with over 250 other tools to optimize workflow for legal professionals. Clio serves solo practitioners as well as small to large law firms worldwide.

📋 Description

• Own the business implementation of Clio’s new AI-driven Partner Relationship platform, including requirements, configuration, data model, partner journeys, migration, and adoption • Own the platform roadmap after launch, including where Salesforce remains the system of record • Drive down partner-side friction, including partner portal lead conversion • Map and document Clio’s channel processes end to end, including referral and reseller partner motions • Identify and close operational gaps slowing down partner account managers • Own partner-attributed pipeline architecture in Salesforce, including sourced, influenced, and co-sell categorization • Own channel measurement architecture covering partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contribution by tier • Own partner program tier mechanics, channel routing and territory logic, rules of engagement, and related enablement material • Serve as escalation and decision point for partner attribution and credit disputes • Represent channel operations in annual planning, QBRs, and GTM launches • Bring operational feasibility into partner program and incentive design • Support partner pipeline inspection and forecast roll-ups with Channel Sales leadership • Own the partner performance narrative leadership plans against • Work with Channel, Sales, Customer Success, Marketing, Finance, and Legal

🎯 Requirements

• 4+ years of relevant experience, with a substantial portion in channel or partner operations specifically • Hands-on Salesforce experience, including channel-relevant objects and relationships (Partner, Opportunity splits, lead source attribution) and reporting • Demonstrated ownership of channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin / discount governance • Experience standing up or materially re-platforming a PRM tool or partner portal • Proven ability to operate in ambiguity and produce a defensible operating model • Ability to influence without authority across functions with competing incentives • Fluent use of AI tooling to streamline workflows, generate insights, and scale operational processes • Experience operating a partner channel across multiple regions, or during a market entry or M&A integration (strongly preferred) • High proficiency in Google Sheets or Excel for channel performance modeling and BI tools for partner contribution and attribution reporting (strongly preferred) • Experience with SalesLoft, ChiliPiper, Gong, and ZoomInfo (strongly preferred) • Salesforce Admin certification (strongly preferred)

🏖️ Benefits

• Competitive, equitable salary • Top-tier health benefits, dental, and vision insurance • Hybrid work environment • Flexible time off policy, with an encouraged 20 days off per year • EAP benefits for you and household members, including counseling and online resources • 401k matching • Child Education Savings • Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years • Accessibility accommodations during the recruitment process