Channel Operations Manager

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Job Description

Your Role

Digital Realty is looking for a Channel Operations Manager in support of our broader digital transformation needs in the company.

The Company has recently gone through big changes making this one of the most exciting times to join. This period of continued growth for the company has meant excellent opportunities for career growth for our people.

This position provides the opportunity to come in and really make a difference, improve systems and processes, and become an important contributor to the achievements of the department.

You will play a key part in supporting the Global Channel Sales organisation and building alignment across a range of stakeholders to leverage best practices and enable tools and system optimisation. In addition, you will conduct needs analyses and address knowledge gaps and opportunities for improvement.

This is a fantastic opportunity for someone with channel operations experience, has strong analytical skills, great attention to detail and eager to work in a fast-paced, technology-driven environment.

What you'll Do (including but not limited to)

Business Reporting Analysis

• Prepare weekly and monthly channel performance reports, focusing on sales trends, partner contributions, and revenue impact.
• Maintain and optimize dashboards and reporting tools to provide insights for channel managers to improve Business Outcomes and optimize Operational Efficiency.
• Develop reporting with the business intelligence team to measure ROI and effectiveness of channel programs and investments.
• Create and maintain insightful dashboards and scorecards that will enable the Channel Sales Organisation to improve Business Outcomes and optimize Operational Efficiency

Channel Operations & Support

• Assist in partner onboarding, contract management, and compliance processes for our partners.
• Support the administration of channel incentive programs, referral commissions, and rebates.
• Maintain and update partner records in CRM and ERP systems, ensuring data accuracy.
• Track partner sales performance and customer acquisitions to provide operational insights.

Partner Commissions Management

• Manage the appropriate payment processes for each partner type
• Own the commission plan and participate in the process for setting goals, evaluating and paying against that plan
• Identify potential partners for both Channel and Alliances and assist in the registration process to maintain a healthy portfolio of partners.
• Calculate and issue monthly statements to partners, working closely with finance to ensure effective and timely distribution process
• Support the administrative aspects of and questions relating to partner monthly distributions statements
• Respond to partner inquiries and provide timely and accurate information
• Working with the finance team, monitor and reconcile partner capital accounts as needed
• Ensure that best practices are followed, including updating policies and procedures to fit the current conditions of the business
• Drive process improvements, utilizing technology to improve efficiency
• Communicate effectively with Partners about their distributions and other related questions

Business Process Management

• Assist in documenting and improving standard operating procedures (SOPs) for partner operations.
• Collaborate with Sales Process Management and IT to ensure systems such as SFDC and Clari are aligned to the management and reporting needs of Channels and Alliances
• Capture feedback on knowledge gaps and help develop content/training to address these gaps
• Act as a subject matter expert to verify process flows and handoffs with other roles/processes as part of the extended IT project team
• Provide system functionality feedback to inform system enhancements and improvements
• Manage other tasks assigned on quarterly or annual basis

Cross-Functional Collaboration

• Develop relationships with and influence internal business teams e.g. Marketing, Finance, Legal, Sales Enablement, etc. to ensure that Channel and Alliances is positioned for success and given necessary attention and prioritization
• Manage other tasks assigned on quarterly or annual basis

What you'll Need

• BA/BS degree, with minimum 5 years of relevant work experience in channel operations, sales operations, or business analytics
• Expert proficiency with MS Excel, MS Access and comfort with large data sets.
• Must have knowledge of Salesforce.com
• Nice-to-have knowledge of Oracle CPQ, Clari and Anaplan
• Experience with a Data Visualization Platform (PowerBI, Tableau, etc)
• Analytical problem solver and independent-minded thinker; can apply theoretical concepts to real business problems.
• Excellent writing and communication skills
• A high degree of organization, time management, and attention to detail
• Ability to work well in a cross-functional, global environment and accommodate time zone differences
• Self-starter with strong work ethic and ownership of follow-through to completion
• Ability to thrive in a fast-paced environment and maintain a positive, result-oriented attitude
• Fluent in Business-level English (written and orally) - other European languages an advantage

What We Can Offer You

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers.

Join us and you'll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you'll get to work with people from different business areas, challenge the way we do things and put your ideas into action.

Digital Realty: Where the cloud lives and business thrives

We built the global standard for technical real estate, developing a unique capability to acquire, manage, and scale data center campuses. Now, Digital Realty is building a unique ecosystem of open solutions that power customer growth through exceptional service on a foundation of unrivaled data center expertise. The new Digital Realty combines unparalleled data center services, carrier-dense interconnection, real estate acumen, and financial strength to create unique power of choice and value when and where our customers need it.

Our Mission

To provide our customers with the trusted foundation for the digital world.

Our Vision

To build a network of connected campuses and internet gateways that become the heart of the internet and cloud, powering growth and prosperity for customers, employees and shareholders.

Our Values

Guide our decisions and actions every day-above all else, we value customers, excellence, talent, teamwork and success.

About Digital Realty

Digital Realty Trust, Inc. supports the data center and colocation strategies of more than 2,000 firms across its secure, network-rich portfolio of data centers located throughout North America, Europe, Asia and Australia. Digital Realty's clients include companies of all sizes, ranging from financial services, cloud and information technology services, to manufacturing, energy, gaming, life sciences and consumer products.