The Role
The Senior Manager, Channel Operations will lead initiatives to optimize partner systems and processes, drive revenue growth, and enhance operational efficiency across various channels while coaching team members and collaborating with cross-functional partners.
Summary Generated by Built In
Articulate is seeking a Senior Manager, Channel Operations to lead the strategic evolution and operational excellence of Articulate’s global partner and indirect revenue ecosystem. This role will own and drive initiatives that optimize our partner systems, processes, and insights—enabling scalable growth across reseller, distributor, and ecommerce channels.
The Senior Manager will partner closely with GTM leadership, IT, and GTM Ops teams to ensure our channel infrastructure is both data-driven and future-ready, improving efficiency, forecasting accuracy, and the partner experience. This role requires a blend of strategic thinking, systems fluency, and operational rigor—translating business goals into scalable, automated solutions.
As a senior member of the GTM Operations function, the Sr. Manager will coach and guide team members, influence cross-functional partners, and shape the frameworks that support global indirect revenue growth.
What you'll do:
- Leads the design and execution of channel operations strategy—optimizing processes, data flows, and systems (including Salesforce Partner Portal) to drive efficiency and revenue impact.
- Drives automation and scalability initiatives across partner, reseller, distributor, and ecommerce channels to streamline lead flow, quoting, deal registration, and transaction processing.
- Partners with GTM, Marketing, Sales, and CS leaders to align indirect channel processes with the broader go-to-market motion, ensuring visibility from top-of-funnel activity through renewal and expansion.
- Influences cross-functional decision-making by translating partner performance insights and operational data into actionable business recommendations.
- Owns channel data integrity and reporting frameworks—collaborating with Revenue Analytics and Data teams to improve forecasting accuracy and measure channel contribution.
- Partners with Enablement to deliver best-in-class training and support to channel partners and channel managers.
- Coaches operations specialists and project contributors to elevate execution, ensure process consistency, and develop scalable best practices across global teams.
- Collaborates with Business Solutions and IT to prioritize and deliver systems enhancements, integrations, and new automation capabilities supporting indirect revenue growth.
- Drives project governance and execution, ensuring key initiatives are delivered on time, within scope, and aligned with strategic objectives.
- Simplifies complex operational workflows into clear, measurable processes that improve internal efficiency and partner satisfaction.
- Aligns cross-functional initiatives and KPIs to ensure partner performance, forecasting, and revenue reporting remain accurate and consistent across systems.
- Other duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice.
What you should have:
- 8+ years in Revenue, Sales, or Channel Operations within a SaaS environment, including leadership experience managing indirect sales programs or partner ecosystems
- Proven success leading cross-functional programs and optimizing partner operations through systems and data-driven processes
- Deep expertise in Salesforce, including partner/community portals, automation, and reporting
- Strong understanding of PLG and hybrid GTM models, including channel-led and ecommerce motions
- Demonstrated ability to influence without authority and drive alignment across Sales, Marketing, IT, and Finance stakeholders
- Advanced skills in analyzing business data and translating insights into strategic action plans
- Excellent project management, problem-solving, and communication skills
- Self-starter who thrives in a fast-paced, global, and remote-first environment
Nice to haves:
- Experience working in or supporting global partner ecosystems (VARs, distributors, or managed service providers)Familiarity with partner enablement platforms, deal registration systems, and digital commerce integrations
- Strong knowledge of sales automation, data enrichment, and revenue intelligence tools
- Bachelor’s degree in business, operations, or related field; MBA or advanced degree a plus
About us
Articulate Global, LLC, is the leading SaaS provider of creator platforms for online workplace training. Founded by Adam Schwartz in 2002, Articulate provides creator tools and services that make it simple for enterprises and SMBs to develop, deliver, and analyze online workplace training that’s engaging and effective. Increasingly, organizations must reskill employees for ever-changing remote and hybrid work environments, create learning cultures that attract and retain employees in a tight labor market, and use training to build more equitable, empowering, and engaging workplaces. Articulate helps organizations address these critical business needs with its creator platform for workplace training. Articulate 360—a suite of creator tools for online courses—was named the 7th most-loved product in the world by TrustRadius in 2021. And Rise—an all-in-one online training system that makes online training easy to create, enjoyable to take, and simple to manage—is the first creator platform for SMBs and departments within the enterprise. Articulate has more than 118,000 customers in 170 countries and counts all 100 of the Fortune 100 companies as customers.
Named one of Inc. Magazine’s Best Workplaces 2022 and a leader in building a human-centered organization, Articulate is guided by a commitment to provide the best value to customers, do right by employees, and create an equitable, empowering workplace for all. As a human-centered organization, we honor people’s humanity knowing that each person’s unique history, vulnerabilities, and social location inform how we show up with one another. We embrace our connectedness, aware that what we do and say impacts others. We give each other grace because we are all works in progress, learning and evolving every day. And we take responsibility for ourselves and are serious about our accountability to each other. In all we do, we strive to create an equitable, sustainable, and empowering workplace while we drive results for the business and make a positive impact in the world. Read more about our values here.
Articulate Global, LLC is an Equal Employment Opportunity and Affirmative Action employer and complies with all applicable federal, state, and local fair employment practices laws. All employment decisions at Articulate are based on business needs, job requirements, and individual qualifications directly related to the job, without regard to any protected characteristic or class, including, but not limited to, race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law. Qualified candidates with criminal histories are welcome to apply and will be considered for this role in a manner consistent with applicable law. Offers of employment for this role shall be contingent upon successful completion of a background check, including a review of the candidate’s criminal history, in a manner consistent with applicable law.
Articulate is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation related to the application process due to a disability, you may contact us at [email protected].
(For information about Articulate's privacy practices, please view our Privacy Notice)
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The Company
What We Do
Articulate develops e-learning software, content, and resources that change the way the world learns.
More than 106,000 organizations worldwide, including all 100 of Fortune 100, have created millions of courses using our online training apps, Articulate 360 and Rise.com.
With Articulate 360, e-learning developers get everything they need to create courses for their learning management systems, including the award-winning authoring app Storyline 360.
With Rise.com, organizations get everything they need to create, track, and manage their online training in one complete system. It's the all-in-one online training system employees love.
Articulate also has the industry's largest community, E-Learning Heroes, where online training professionals get inspiration, guidance, product support, and best practices on building online training. Join the 965,000+ member of E-Learning Heroes.
As a human-centered organization, Articulate is driven by our vision to empower people to live better lives. We're committed to providing the best value to customers and doing right by our employees.
We're building a team that looks like the world we live in and an environment where people from diverse backgrounds feel like we belong. Learn more about why we're one of Inc. Magazine's Best Workplaces of 2020.
