Partner Operations Manager

Role Overview

Partner Operations Manager to own and optimize operations for SingleStore’s channel and indirect revenue business. You will work within the GTM (Go-To-Market) Operations team to ensure partner deals and marketplace transactions run accurately, efficiently, and in line with strategy—while providing visibility and performance reporting across the partner ecosystem.

Responsibilities

• Own day-to-day operational support for partner/channel/reseller motions, including:
  • deal registration, approvals, pricing
  • workflows, agreements, exception handling
  • marketplace and reseller-related process execution
• Operationalize partner programs and tiers (benefits, discounts, incentives, requirements) and ensure they are reflected correctly in systems and processes.
• Maintain reseller agreements, including standard and non-standard terms impacting bookings, margins, and commissions.
• Create and maintain internal/external documentation and training for partner processes (deal reg, marketplace flows, fees, approvals).
• Support co-selling and joint solution motions between direct sales and partners, including clear rules of engagement and attribution.
• Act as an owner for partner-related data, processes, and systems, including:
  • Salesforce, CPQ, partner portals, co-selling tools, marketplace integrations
• Support marketplace transaction operational workflows across AWS, Azure, and GCP (offer creation, credit/license allocation, system support) and ensure correct product mapping, pricing, discounts, and fees.
• Build and maintain dashboards and reporting for partner performance (pipeline, bookings, ACV, margins, marketplace volume).
• Partner with Finance/Accounting to ensure accurate recognition of reseller business.
• Analyze partner and channel performance to identify gaps, opportunities, and process improvements.
• Ensure partner fees/discounts/rebates/incentives (MDF, SPIFFs, referral fees, marketplace fees, etc.) are set up, tracked, and reconciled.
• Define and maintain data standards for partner accounts, contacts, registrations, and opportunities to keep reporting clean.

Requirements

• 3–5+ years of experience in Partner Operations, Channel Operations, Revenue Operations, or Sales Operations in a B2B technology/SaaS environment.
• Experience supporting both direct and indirect selling motions (resellers, distributors, cloud marketplaces).
• Strong hands-on experience with one or more cloud marketplaces (AWS Marketplace, Azure Marketplace, GCP Marketplace), including submission, tracking, and reporting.
• Experience with reseller and channel agreements (discount structures, partner fees, incentives).
• Hands-on experience with Salesforce (and ideally CPQ and/or PRM tools) for managing partner accounts/opportunities/deal registration.
• Ability to design and maintain fields, workflows, integrations, and dashboards.
• Advanced analytical skills with large datasets; ability to build reports and generate insights.
• Proven ability to document and improve processes with a balance of governance and usability.

Preferred

• Familiarity with SaaS revenue recognition and bookings policies for indirect and marketplace deals.