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Partner Sales Operations Manager



Sales & Business Development, Operations
Raleigh, NC, USA
Posted on Wednesday, October 18, 2023

Joining Collibra’s Sales Operations team

Collibra is looking for an experienced Partner Sales Operations Manager to join the GTM Operations team. This position will partner closely with SVP of Partner Sales to drive successful go-to-market execution. The responsibilities include virtually every aspect of running a partner sales organization, including but not limited to organizational design, go-to-market strategy execution, management of operating metrics, forecasting, territory management, pipeline management, quota setting, sales process and rules of engagement oversight. This is a cross-functional and high-impact role that requires a keen sense of ownership and drive. You should have strong analytical and project management skills, enabling key business stakeholders to understand requirements, shape analytical deliverables, and drive solid execution.

Partner Sales Operation Managers at Collibra are responsible for:

  • Working closely with the SVP of Partner Sales and the leadership team to run the operating cadence within partner organization including QBRs, forecast calls and pipeline reviews.
  • Building out a comprehensive set of business performance dashboards to track Partner KPIs and to measure effectiveness of new partner programs and initiatives.
  • Developing business requirements and collaborating with IT to implement system enhancements in SFDC as well as rollout of partner tools such as Workspan, Crossbeam, and
  • Partnering with cross-functional teams such as Sales Compensation and Revenue Accounting to establish partner crediting rules and to track partner royalty fees
  • Leading planning initiatives for the partner organization with quota setting, territory development, and ongoing mapping/coverage model with field sales organization
  • Assisting with the development and maintenance of partner programs and new initiatives to drive New ARR growth.
  • Optimizing existing business processes to streamline partner onboarding and renewals experience.

You have:

  • 3+ Years of experience working with channel partners or in an operations role required
  • Expertise in Salesforce, Microsoft Excel, Google Sheets
  • A detailed knowledge of processes and experience executing more complex operations, as well as an ability to recognize new ways of navigating complex processes for future improvement.
  • Prior experience working with partner tools such as Workspan, Crossbeam a plus
  • A bachelor’s degree or equivalent related working experience is required
  • This position is not eligible for visa sponsorship

You are:

  • A trusted resource for leaders, stakeholders and cross functional business partners, with the ability to challenge the status quo, acting as a sounding board and recommending solutions
  • A self-starter with strong problem solving skills and work ethic
  • An effective communicator who works with key stakeholders to understand their needs and share the impact of potential solutions across the organization
  • Able to ensure follow through on project until completion
  • Experienced in working in a fast-paced environment

Measures of success are:

  • Within your first month, you will immerse yourself in the day-to-day operations of the Partner organization, to better understand the partner ecosystem and Collibra’s partner programs.
  • Within your third month, you will have become intimately familiar with our CRM database and be capable of leveraging this information to calculate common SaaS metrics, pinpoint strengths and weaknesses in our go-to-market activities, and make recommendations for improvement
  • Within your sixth month, you will partner closely with Partner sales leadership to develop their go-to-market strategy and help articulate a clear and compelling path to winning the market in 2024 and beyond.

Compensation for this role

The standard base salary range for this position is $116,000 - $174,000 per year. This position is not eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer equity ownership at every level, bonus potential, a Flex Fund monthly stipend, pension/401k plans, and more.

Benefits at Collibra

Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our {Be}well benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off.

Professional Development

Collibrians are ambitious and inventive, and we want to develop our skills individually and as a team. You’ll have access to LinkedIn Learning and other development opportunities, as well as other rewards and recognition programs to help grow your career.

Health Coverage

We strive to remain locally competitive and globally equitable. This means comprehensive offerings including medical, dental, vision, and mental health benefits for you and your family.

Paid Time Off and Flexibility

We provide unlimited paid time off, global leave policies for a variety of personal and family circumstances, company-wide wellness days off throughout the year, meeting-free Wednesdays, and a flexible culture to help balance your work and your life.

Diversity, Equity, and Inclusion

We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about diversity, equity, and inclusion at Collibra.

Learn more about Collibra’s benefits.

At Collibra, we’re proud to be an equal opportunity employer – which ties directly to our core value, “open, direct, and kind.” We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.

With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category.