Channel Sales Operations Director
Pure StorageSanta Clara, California
Full Time
Posted February 24, 2026
$205k - $328k
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Job Description
The role involves leading channel sales operations by developing strategic frameworks, analyzing data to optimize partner performance, and managing cross-functional processes to support a high-growth, channel-centric business model.
Key Responsibilities
- Serve as the primary strategic advisor to the VP of Channel Sales, defining operational roadmaps and KPIs.
- Design, build, and refine operational frameworks supporting the global channel model.
- Analyze channel data to uncover insights, trends, and measure channel effectiveness.
- Collaborate with cross-functional teams to identify and resolve friction points in the sales cycle.
- Drive annual planning processes, including target setting, coverage optimization, and program evolution.
- Manage Salesforce configurations, ensure data integrity, support partner onboarding, and handle deal support.
- Develop and maintain dashboards and data models for real-time decision-making.
- Leverage AI technologies to automate workflows and enhance operational efficiency.
Requirements
- 10-15 years of progressive experience in Channel Operations or Sales Operations with a proven track record of managing theater-level operations in a high-growth environment.
- Deep understanding of how channel partners grow their business, the role of channel programs and incentives, and the ability to share this knowledge with others.
- Expert-level technical skills in Salesforce, including a deep understanding of CRM architecture, opportunity management, and object relationships.
- Advanced proficiency in Tableau and Sheets, including complex modeling, macros, and data visualization.
- Significant experience building and maintaining Looker dashboards to support real-time decision-making.
- Forward-thinking approach to leveraging AI technologies such as Large Language Models (LLMs) for data synthesis, predictive forecasting, automating workflows, and simplifying complex data sets.
- Consultative mindset with the ability to present complex data to executives and troubleshoot deals with regional managers.
- Business acumen with fluency in key metrics such as CapEx vs. OpEx, contra-revenue, discounts, margins, recurring revenue models (ACV, TCV, ARR, MRR), and operational levers like DSO, flooring, and credit, understanding their impact on partner health and company valuation.
- Problem-solving skills with a fixer mentality, capable of identifying broken processes, proposing fixes, and implementing solutions.
- Presence to work on-site daily at the Santa Clara, CA office.
- Ability to define operational roadmaps, set KPIs, and provide strategic advice to senior leadership.
- Experience designing, building, and refining operational frameworks supporting global channel models, from high-level planning to granular automation of partner workflows.
- Ability to interpret channel data insights, uncover trends, and measure channel effectiveness through sophisticated data models.
- Experience managing cross-functional collaboration with Sales Ops teams, Finance, Marketing, and IT to resolve friction points in the sales cycle.
- Experience managing the full stack of operations including Salesforce configurations, data integrity audits, partner onboarding, deal support, and day-to-day transactional engine management.
Benefits & Perks
Salary range: USD 205,000 - USD 328,000 annually
Potential eligibility for incentive pay and/or equity
Flexible time off
Wellness resources
Company-sponsored team events
On-site work at Santa Clara, CA
Accommodations and accessibility support for candidates with disabilities
Inclusive and diverse work environment with Employee Resource Groups
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