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Transformational Sales Strategist



Sales & Business Development
United States
Posted on Thursday, April 11, 2024

Partner Operations Manager

  • Revenue Operations
  • United States
  • Full-time


VAST Data is looking to add a Partner Operations Manager to our growing team!

This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VAST's data management vision is the future of the market."- Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company’s growth and at a pivotal point in computing history.


This will be a technical resource that combines an extensive SFDC admin experience with a strong understanding of partner related GTM programs, org structures, and strategies. The technical role would be focused on 5 main areas:

  1. Tools & Technology
  2. Process & Policy
  3. Reporting & Analytics
  4. Support & Enablement
  5. Key Initiatives

Tools & Technology

  1. Act as the primary admin for all tools/applications our various partner teams use today including components of, PRM, Partner Portal, PartnerTap, MDF tools, etc.
  2. Collaborate closely with systems, IT, Finance, and Operations teams within VAST to execute technical aspects of projects or develop tools supporting Partner operations.
  3. Assist the partner team in researching, evaluating, and implementing new tools/applications to support the WW partner strategy across Channels, GSIs, and Alliances.
  4. Collaborate with RevOps team members to ensure interoperability of partner related tools with other GTM related applications
  5. Report out on tools utilization across the user base to ensure adoption and optimize spend.

Process & Policy

  1. Work closely with Sales, Finance, Operations, and Revenue Operations ops teams to assess and streamline partner related processes and policies across the business to promote: a) adoption / ease of use, b) scalability, and c) data integrity
  2. Develop and implement partner related policies and processes in collaboration with stakeholders from IT, Operations, Finance, and Product Management to drive standardization, scale, and operational excellence.
  3. Troubleshoot partner related related process errors / data issues and implement resolutions across business systems
  4. Oversee all operational aspects of the various partner programs, from inception to data analysis, program performance reviews, change management, and impact assessment.
  5. Manage internal partner related processes that would include but not be limited to: partner onboarding, partner account database admin, partner contracts, partner contact database admin, partner deal registration, automated alerting (internal / external), partner opportunity association for resellers, GSIs, OEMs, MDF, spiff administration, and strategic partners, etc.

Reporting & Analytics

  1. Develop QBR analytics packages and reports for VAST’s partner teams
  2. Develop and maintain partner related dashboards and reports in SFDC and Tableau
  3. Serve as the go to person for partner related one-off reports and help requests
  4. Work closely with RevOps, Finance, and others to enact and maintain a master data management strategy to ensure the integrity of our GTM database

Support & Enablement

  1. Act as a primary support resource across the Channels, GSI, and Alliances teams for all help requests related to tools, process, and analytics.
  2. Train new and existing team members on partner related processes and policies as needed
  3. Work with Sales Enablement to develop partner related training content for new hire onboarding programs

Key Initiatives (with a focus on: tools, process, analytics, & enablement)

  1. SFDC Partner User Administration (provisioning, access rights, UI/UX, role hierarchy, etc.)
  2. Partner Account & Agreements Admin + Analytics (resellers, distributors, OEMs, & GSIs)
  3. Partner Tiering Administration: Assessments, Assignments, etc.
  4. Partner Discounting: Process & Analytics (resellers, distributors, & OEMs)
  5. Partner Portal Administration (user admin, access rights, UX/UI, reporting, modules, etc)
  6. Deal Registration, Approvals, MDM, and Analytics (resellers, distributors, OEMs, & GSI)
  7. Deal Attribution MDM, Reporting, & Analytics (opp sourcing, sales contributions, etc.)
  8. Not for Resale HW & SW Administration & Reporting
  9. Partner Incentive Programs, Program Eligibility, & Analytics (spiff calcs, rebates, etc.)
  10. Partner Onboarding, Certification, and skill development programs (VASTronaut program)
  11. Marketing Development Funds & Programs: Process & Analytics
  12. Partner Marketing Database MDM & Analytics (newsletters, webinars, etc.)
  13. Partner Event Attribution to Leads & Opportunities - Process Design, Analytics & MDM
  14. VAST Partner Team QBR Reporting & Analytics
  15. Partner Facing Reporting & Analytics (Partner QBRs)


  • 5+ years in Revenue/Sales/Business Operations, or similar role; Bachelor's degree or equivalent work experience.
  • Preferred: Experience supporting Sales, Channel,
  • Preferred: Enterprise software or high-tech industry experience is a plus.
  • Preferred: Intermediate to Advanced experience with Salesforce (SFDC), Tableau, Excel/Gsheets.
  • Location: Remote in the United States.
  • A relentless drive and a company-first mentality are essential.
  • Demonstrated ability to structure and assess problems, execute high-level directives, and manage program impacts.
  • Proven track record in program management, execution, change management, and cross-functional stakeholder management.
  • Strong executive presence, communication, and facilitation skills, with experience engaging and partnering at all levels, including executives.
  • Strength in researching, understanding, distilling, and communicating complex business issues, ideas, and analyzing business impact.
  • Familiarity with/drive the Agile development and release methodologies, especially for the automation of business processes and improvements/redesigns.
  • Ability to thrive in a culture of transparency and direct feedback.