Channel Theater Operations Director
Pure StorageSanta Clara, California
Full Time
Posted February 6, 2026
$205k - $328k
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Job Description
The role involves leading and optimizing channel operations and programs, providing strategic advisory, designing operational frameworks, analyzing data insights, and managing day-to-day transactional processes to support the company's global channel sales ecosystem.
Key Responsibilities
- Define and implement operational frameworks to support the global channel model.
- Serve as the primary strategic advisor to the VP of Channel Sales, translating data into actionable strategies.
- Design and refine KPIs, partner workflows, and operational processes to enable scalable channel operations.
- Analyze channel data to uncover insights, trends, and measure channel effectiveness.
- Collaborate with cross-functional teams to resolve friction points and optimize the sales cycle.
- Drive annual planning including target setting, coverage optimization, and program evolution.
- Manage Salesforce configurations, ensure data integrity, and support day-to-day transactional operations.
Requirements
- 10 to 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.
- Experience managing and understanding how channel partners grow their business, including knowledge of channel programs and incentives.
- Deep understanding of CRM architecture, opportunity management, and object relationships, with expertise in Salesforce.
- 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.
- Strong influence skills with a consultative mindset, capable of presenting complex data to executives and troubleshooting 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.
- Problem-solving skills with a fixer mentality, able to identify broken processes, propose solutions, and see them through to implementation.
- Presence and ability to work on-site daily at the Santa Clara, CA office.
- Ability to define operational roadmaps, set KPIs, and provide strategic insights on partner productivity and program ROI.
- Ability to design, build, and refine operational frameworks supporting a global channel model, from high-level planning to granular automation of partner workflows.
- Experience managing Salesforce configurations, auditing data integrity, supporting cross-border operations, onboarding partners, and managing deal support to ensure smooth day-to-day transactional operations.
Benefits & Perks
Salary range: $205,000 - $328,000 USD
Potential eligibility for incentive pay and/or equity
Flexible time off
Wellness resources
Company-sponsored team events
On-site role based out of Santa Clara, CA
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