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Global Alliances Revenue Operations Manager at

4 months ago

Nairobi, Nairobi Area, Kenya Canonical Full time
We deliver open source to the world faster, more securely and more cost effectively than any other company.

If you're interested in a career at Canonical, we are a remote-first company so please apply to any suitable role as skills are valued more than location, despite some having a preferred geographic preference.

Summary


As a Revenue Operations Manager you will partner with Canonical's executive team across sales, business development, customer success, marketing, product management, commercial systems, delivery, finance and legal and provide a focal point to drive improvements.

This position requires an analytical approach, a keen eye for detail and the ability to drive process and system improvement.


Location:
These roles can be held remotely in Americas or EMEA time zones.
What your day will look like

Deliver precise, scalable revenue operations for business conducted through alliances and indirect channels
Develop and lead a team of revenue operations analysts in driving critical partner processes and providing daily operational support and enablement to sales, partners, and cross-functional teams for all partner related issues
Drive partner Sales Engagement, Training/Enablement/Data Enrichment, Customer Relationship Management, Deal Registration, Configure Price Quote, Analytics and Commissions
Instrument, measure and improve processes across the entire revenue operations spectrum for alliances and partners

Deliver metrics and reporting to monitor and improve the operational effectiveness of critical channel and partner processes, including onboarding, deal registration and certification.

Use this data to drive insight, manage channels, improve productivity and agree and implement actionable change with executive management through regular sales and business reviews.

Oversee our partner portal, distributor store and other sales technology and processes, driving automation and process improvements and partnering with our commercial systems engineering team to continuously improve business systems and integration
Lead the introduction to channels of new products, pricing, packaging and bundling through systems that are easy for our partners to navigate and quote
Drive data quality in our alliance and partner tools, through order processing, new hire training, process documentation, reporting and data cleansing
Lead and enhance our commercial review process for evaluating and steering alliance and partner sales opportunities
Own the commission plan and lead the process for setting goals, evaluating and paying against that plan for alliance and partner sales and business development teams

What we are looking for in you

An exceptional academic track record from both high school and university
Undergraduate degree in a related field, or a compelling narrative about your alternative path
Drive and a track record of going above-and-beyond expectations
Experience operating in a senior leadership role, driving effectiveness of channel and alliance partnerships, ideally within a similar technology subscription-based business
Track record of providing insight through robust technology platforms, data, analytics, compensation systems and processes to deliver excellent revenue operations
Deep understanding of working in a global, multicultural organisation including managing a team of direct reports remotely in different time zones
A thoughtful systematic approach, skill in measuring, identifying and delivering systems and processes that ensure repeatable, scalable outcomes
Comfort with commercial pressure, and the ability to put revenue teams under appropriate performance pressure
Organisational skills and the ability to interact and work with stakeholders within all levels of the organisation
Communication and negotiation skills to achieve buy-in to priorities from key stakeholders
Fluent in business English (written and spoken)
Willingness to travel internationally up to 4 times a year for company events