Senior Channel Operations Specialist

Senior Channel Operations Specialist

At NETSCOUT, we are an elite force of trailblazers, innovators, and problem solvers. We protect the connected world from cyberattacks and performance and availability disruptions through our unique visibility platform and solutions powered by pioneering deep packet inspection at scale technology.

We are Guardians of the Connected World. We are looking for exceptional talent to join our team.

About NETSCOUT

NETSCOUT has been helping the world's largest organizations solve their most complex digital challenges for more than 40 years.

NETSCOUT unlocks insight at unequaled scale, from every data packet to the broadest view of global internet traffic, so the world's essential organizations can solve problems faster, constantly transform their digital ecosystems, secure what matters - and stay unstoppable for a world that relies on them every second.

Position Summary

The Senior Channel Operations Specialist manages the assurance of $350M of revenue through the NETSCOUT Reseller partners. The general responsibilities of this position are to manage channel partnerships, ensuring efficient operations, and support sales and marketing efforts to drive a highly effective and operationally excellent reseller channel. This position supports the LATAM, APAC, and ANZ territories.

Essential Duties and Responsibilities

• Administration of approximately 1200 + Contracted Resellers worldwide

• Establishing GSA Pricing for all US Federal Sales as well as Canada Government Sales

• Ensure all contracted resellers are certified and trained as required
• Monitor partners for certification compliance and notify for non-compliance or expired certifications

• Ensure readiness and conformance for all resellers assuring resolution of any revenue recognition issues

• Administration and Support of All Distribution Contract and Operationally
• Facilitate partner/reseller onboarding and off-boarding requests from field Sales

• Review partners history of sales/opportunities to identify non-productive partners for terminating

• Work with field team for input and approvals for terminations, designation changes
  
  
  
  • Facilities Maintenance Management (FMM) for new MEF claims, troubleshooting any issues
  • Supervise and coordinate routing of new deal registrations for new end customers, troubleshoot NetSuite for routing
  • Ensure the appropriate territory alignments are in NetSuite via Sales Compensation team for proper Deal Registration routing
  
  
  
  

• Maintain an up to date (Partner Relationship Management) system which is a fundamental tool to enable NETSCOUT to better communicate, and manage our growing partner landscape, allowing us to ensure that our partners have access to the appropriate information, processes, people and systems to enable our mutual growth
• Review and respond to reseller inquires and requests that come into the Channel Operations mailbox

• Work with the PRM system to grow the channel without compromising compliance obligations and align NetScout's Business Practices

• Contribute to the effectiveness of NETSCOUT regional and account managers' reseller relationships in their assigned territories to eliminate the need for channel sales representatives and the related cost of sales

• Work with large partners $1B+ to develop a service using the NETSCOUT products

• Works on complex global deals with named accounts using the reseller community to encompass local customer support, customs product release, and provide ongoing first line service support

• Be the voice and advocate for our reseller community

• Understands NETSCOUT's operating model and can effectively navigate change through the organization

• Maintenance of the Channel Inbox and complete daily requests from the territories coming to Channel Operations Inbox
• Manage requests for contracted and non-contracted Letters of Authorization
• Troubleshoot any issues escalated to channel operations in CRM (SFDC or NetSuite)
• Complete requests for non-contracted resellers set up in CRM (SFDC/NetSuite)
• Reassignment or troubleshooting on any deal registrations from portals

Basic Qualifications/Skills

• Bachelor's Degree required

• Minimum of 5+ years of experience in Reseller Operational Support role

• 2+ years of experience in a Reseller Management role

• Experience with a global technology company highly preferred

• Self-motivated with strong management and motivational skills to lead and train staff

• Strong interpersonal and communication skills with the ability to adjust communication style best suited for different subjects and audiences

• Can communicate and present effectively at all levels across the organization present effectively as needed

• Has strong business acumen with an executive presence and demeanor with consultative/execution relationship building selling skills is essential

• Show commitment to the job and actively contributes to a positive work environment, displaying enthusiasm for his/her work and continuously reaches higher

Preferred Qualifications/Skills

• MBA is a plus

Working at NETSCOUT

At NETSCOUT, our vision is to create a workplace where every individual feels valued, respected, and empowered to contribute their unique perspectives. We strive to build a diverse workforce that reflects the communities we serve. We also know that life at NETSCOUT is not just about what you will contribute, but what we will give back to you. Besides the promise of interesting work in an exciting and ever-growing industry, NETSCOUT is committed to giving you opportunities to continue to learn and grow. Employees are eligible for a variety of professional development opportunities to help them advance their skills and career. We have heavily invested in our individual, management, and leadership training and development programs. We offer a compensation package that includes the following benefits:

• Generous vacation package
• Equity
• Matching 401k plan
• Tuition reimbursement
• Attractive medical and dental coverage options
• Domestic partner benefits
• Health and Dependent Care spending accounts and Health Savings Account options
• Life and Disability Benefits
• Volunteer Time Off, Matching Charitable Gifts

Location: Westford, MA