Sapphire Ventures
Website:
sapphireventures.com
Job details:
All roles at JumpCloud® are Remote unless otherwise specified in the Job Description.
About JumpCloud®
JumpCloud® is the AI-powered unified IT management platform designed to secure the modern workforce. By consolidating identity, device, and access management, JumpCloud provides intelligent, secure IT that scales from human users to autonomous AI agents. We help organizations around the globe eliminate complexity and turn AI risk into an optimized advantage, ensuring the right people and agents have secure access to the right resources at all times.
JumpCloud is Intelligent, Secure IT.
Overview
We are seeking a seasoned, strategic
Channel Revenue Operations leader to serve as a senior individual contributor embedded in our Channel & Partner business. This role is the operational backbone of our VAR, MSP, and Distributor ecosystem — responsible for owning the processes, data frameworks, reporting infrastructure, and systems that drive partner-led revenue. The ideal candidate has already built and scaled channel operations programs from the ground up, and brings deep, hands-on experience with PRM platforms (specifically Impartner and Crossbeam), Salesforce, and cross-functional collaboration with Analytics and Enterprise Systems teams. This is not a learning role — you will come in as a domain expert and function as a strategic partner to Channel leadership and GTM stakeholders from day one.
Roles & Responsibilities
Channel Process Design & Ownership
- 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.
Reporting & Analytics
- 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.
PRM & GTM Systems Management
- 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.
- Serve as the Channel operations lead in Salesforce — maintaining partner account hierarchies, channel opportunity structures, attribution models, and partner-related process automation.
- 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.
Cross-Functional Partnership
- 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.
- Partner with Finance on channel compensation and partner incentive structures — providing operational context, data, and process support to inform quota/attainment frameworks for channel-focused sellers.
- Work with Marketing on partner co-marketing workflows, MDF program governance, and lead routing logic for partner-sourced demand.
- Drive alignment with the broader Revenue Operations team to ensure channel data, processes, and reporting integrate cleanly with the wider GTM operating model.
Planning & Governance
- Support annual and quarterly planning cycles for the Channel business — including partner segment capacity modeling, coverage planning, and revenue goal-setting.
- Establish and enforce governance for partner rules of engagement, deal registration policies, revenue attribution, and conflict resolution processes.
- Audit partner attainment assignments and compensation calculations on a monthly basis; prepare Channel performance reporting packages for executive review.
Enablement Partnership
- Partner with the Enablement team to identify and articulate training needs for Channel teams and partners — including new process rollouts, system updates, and program changes. You will define what needs to be communicated and why; Enablement will own the delivery.
- Act as the escalation point for complex channel system and process issues, driving timely and effective resolution.
You Have
- 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.
- Willingness to work in Night Shift (EST hours)
Where you’ll be working/Location:
JumpCloud is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.
This role is remote in the country of India. You must be located in and authorized to work in India to be considered for this role.
Language
JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description.
Why JumpCloud?
If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.
One of JumpCloud®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO
Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time.
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.
Scam Notice
Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of JumpCloud. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note that JumpCloud will never ask for any personal account information, such as credit card details or bank account numbers, during the recruitment process. Additionally, JumpCloud will never send you a check for any equipment prior to employment.
All communication related to interviews and offers from our recruiters and hiring managers will come from official company email addresses (@jumpcloud.com) and will never ask for any payment, fee to be paid or purchases to be made by the job seeker. If you are contacted by anyone claiming to represent JumpCloud and you are unsure of their authenticity, please do not provide any personal/financial information and contact us immediately at recruiting@jumpcloud.com with the subject line "Scam Notice"
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