About the role
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. This is a hybrid position based in our Raleigh office. Our hybrid model requires working from the office at least two days per week to foster connection, close collaboration, and continuous team progress. 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 Tackle.io. 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 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.