Original listing text, shown exactly as published by the company.
The Role
BeyondTrust is looking for a strategic and execution-focused Director of Partner Operations to join our Revenue Operations team within the OCF organization. Reporting to the VP of Field Operations, this role is the operational backbone of our partner ecosystem, ensuring that our channel, alliance, and technology partners are equipped, enabled, and measured for success.
The Director of Partner Operations will own the end-to-end operational infrastructure supporting our global partner program, working cross-functionally with Sales, Marketing, Finance, and Legal to drive partner productivity, pipeline health, and revenue attainment.
What You’ll Do
Partner Program Operations
- Own and continuously improve the operational framework for BeyondTrust's partner program, including program tiers, rules of engagement, incentive structures, and deal registration processes.
- Serve as the primary operational liaison between the Partner/Channel organization and Revenue Operations, ensuring alignment on strategy, data, and tooling.
- Partner with the VP of Field Operations to build and maintain a scalable partner operations function capable of supporting growth across regions and partner segments.
Data, Reporting & Analytics
- Build and maintain dashboards and reporting cadences that provide visibility into partner pipeline, bookings, deal registration activity, and attainment against targets.
- Define and track KPIs for partner performance, including sourced and influenced revenue, partner-attached deal rates, time-to-close, and partner health scores.
- Deliver actionable insights to field leadership and executive stakeholders to support QBRs, board reporting, and planning cycles.
Systems & Process
- Work with GTM Systems to lead the administration and optimization of partner-facing platforms (e.g., PRM, CRM, deal registration portals) in coordination with Sales Operations and IT.
- Identify and close operational gaps that create friction in the partner journey, from onboarding to co-selling to renewal and expansion.
- Drive process standardization and documentation across the partner lifecycle.
Cross-Functional Collaboration
- Collaborate with Partner Marketing on MDF tracking, campaign execution support, and co-marketing ROI measurement.
- Work closely with Finance on partner incentive accruals, rebate reconciliation, and compensation modeling.
- Coordinate with Legal and Compliance on partner agreement management, contract renewals, and program policy changes.
Enablement & Onboarding
- Partner with Partner Success and Enablement teams to ensure new partners are onboarded efficiently and existing partners have access to the tools, content, and training they need.
- Track and report on enablement completion rates and correlate with partner performance outcomes.
Strategic Planning
- Support annual and quarterly planning processes, including headcount modeling, territory design, and partner segmentation strategies.
- Contribute to M&A and new market entry initiatives that involve partner ecosystem considerations.
What You’ll Bring
- 8+ years of experience in Revenue Operations, Channel Operations, or Partner Operations within a B2B SaaS or enterprise technology company.
- 3+ years in a leadership or management capacity, with a track record of building and scaling operations functions.
- Deep understanding of the partner/channel ecosystem, including VAR, MSSP, GSI, distribution, and technology alliance models.
- Proficiency with CRM platforms (Salesforce strongly preferred) and partner relationship management (PRM) tools (e.g., Impartner, Alliances, Zift, or similar).
- Strong analytical capabilities with experience in BI tools (e.g., Tableau, Power BI, Gong) and Excel/Google Sheets.
- Exceptional cross-functional collaboration skills — equally comfortable working with Sales leadership, Finance, and technical stakeholders.
- Ability to operate at both a strategic level and hands-on execution level, with comfort navigating ambiguity in a fast-paced environment.
- Strong communication and presentation skills, with experience presenting to senior leadership and executive audiences.
Nice To Have
- Experience at a cybersecurity or identity/access management company.
- Familiarity with Salesforce PRM or Salesforce partner community configurations.
- Background supporting global or multi-region partner programs.
- Experience with CPQ processes in the context of partner quoting and deal registration.
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
