A10 NETWORKS INC Channel Operations Manager Salary in the United States

Great Tech! Great Team! Great Culture!

A10 Networks is more than a technology company. We provide security. We provide intelligence. And we provide automation across our portfolio of secure application solutions services. It’s in our DNA. It’s what we stand for. Our mission is clear: To enable intelligent automation with deep machine learning to ensure business critical applications are protected, reliable and always available. Are you up for the challenge? Join us and make your impact in the future!

The Manager of Channel Operations is responsible for all operational aspects of the global channel program.  This high-profile position relies on having a deep understanding of the day to day “life” of a partner by someone who can put themselves in their shoes and ensure that the partner experience is second to none.  You will collaborate with Sales and Marketing leaders to drive the vision, strategy and goals of the global channel program.  You will have full ownership of the partner program structure and requirements, partner onboarding and contract management, deal registration and partner incentive programs, MDF management and the establishment and reporting of metrics.  You must be a strong communicator with the ability to influence at all levels, self-prioritize and measure as well as refine and build tools and initiatives.  You must be able to constantly seek new ways to solve a problem while willing to receive feedback both internally and externally on ways to improve offerings.

Responsibilities:

• Ownership of global partner program including tiers, requirements and incentives to drive partner led sales initiatives
• Manage end to end partner application and contract process
• Own partner onboarding experience, working with global partner management teams
• Conduct annual audits of partner training and revenue achievement to determine compliance and promote/demote partners accordingly
• Collaborate with channel managers globally to review and approve all deal registrations
• Manage Distribution MDF process for NA and EMEA
• Own the integration of the partner portal with Salesforce and ensure partner information is up to date within Salesforce
• Collaborate with Marketing on the functionality and operational aspects of the partner portal
• Develop and manage dashboards to report on key metrics for the partner program
• Continuously analyze and measure the performance of global programs in line with partner business targets
• Work closely with marketing, finance, operations, product management and sales teams to execute on demand generation activities and awareness programs within the channel partner community
• Regular communication with channel teams in each region to ensure global consistency and alignment
• Manage operational details associated with annual Sales Kickoff events

Primary Qualifications:

• 5+ years’ experience and proven success in channel or sales operations for technology companies
• Track record of proactive problem solving under time pressure
• Extensive experience working with all types of partners (e.g. Distributors, Value Added Resellers, Systems Integrators and OEMs)
• History of developing successful channel partner campaigns
• Self-starter with proven ability to manage the day to day aspects and time sensitive nature of deal registrations and partner concerns
• Exceptional leadership skills and track record of collaboration with high-performance sales teams
• Strong analytical skills and attention to detail
• Team player with trust and respect across the entire organization

Bachelor’s degree recommended with education in Business Management or equivalent preferred. MBA or advanced degree a plus.

A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment.

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