Partner Operations Manager

About the role

The Partner Operations Manager supports the full partner lifecycle by providing strategic, operational, and analytical support to Partner Managers and cross-functional teams. This role owns global partner reporting and analytics, ensures data quality and deal workflow accuracy, and manages the partner technology stack.

Responsibilities include optimizing partner processes, supporting partner onboarding and enablement, coordinating partner programs and communications, and assisting with contract workflows. The role focuses on improving partner performance visibility, operational efficiency, and revenue outcomes.

As a Partner Operations Manager at Starburst you will:

Partner Management & Strategic Support

• Provide day-to-day strategic and operational support to Partner Managers (PMs) across the partner lifecycle.
• Support partner strategy development, strategic planning, resource alignment, and performance visibility.
• Assist in onboarding Partner Managers (PMs).

Analytics & Revenue Operations

• Own Partner Reporting and Analytics Globally
• Includes both Sales Partnerships and Business Development partners, including but not limited to Dell
• Deliver partner analytics, KPIs, and ad-hoc data requests to support decision-making. Deliver metrics in the appropriate tools such as Tableau, SFDC dashboards and reports and/or spreadsheets/slides.
• Produce quarterly reporting packages and dashboards for internal and partner-facing business reviews.
• Maintain and enhance dashboards to improve insight into partner performance, pipeline, and revenue trends.
• Ensure Salesforce (CRM) partner data quality, governance, and alignment across teams.
• Ensure deal registration workflows are complete and referral fees are paid as appropriate.

Partner Tools & Business Applications

• Drive development and refinement of partner-related processes across the tech stack in collaboration with Business Applications and RevOps teams. Examples include Partner Account Management lifecycle from recruiting, to onboarding and renewing contracts as needed.
• Manage partner workflows and functionality within Salesforce, including updates, optimisation, and troubleshooting.
• Manage/optimize the appropriate tech stack to support Partnering at Starburst.

Partner Enablement

• Coordinate partner sales enablement initiatives through collaboration with internal stakeholders
• Coordinate enablement strategies and resource development for Partner Solution Architects (PSAs) in collaboration with technical enablement teams

Partner Legal Management

• Support partner contract workflows across internal groups and with partners:
• Custom contracts
• Standard contracts
• Services delivery contracts
• Ensure the Partner SA team has the right information needed to manage partner Standard Product licenses.

Partner Programs & Marketing Coordination

• Support Marketing in building an aligned partner program
• Maintain and update partner portal content in collaboration with Marketing.
• Ensure partner locator updates and accuracy across systems
• Coordinate with Marketing and Partner Managers on partner communications, content needs, and program alignment.

Some of the things we look for:

• 2-5 years of partner operations management or related experience in an enterprise software environment
• Proven experience in partner operations, partner management, or a related role
• Strong understanding of partner sales processes, partner relationship management, and distribution logistics.
• Excellent analytical skills with the ability to interpret data and trends to drive decision-making.
• Demonstrated project management skills with the ability to manage multiple priorities and stakeholders.
• Exceptional communication, negotiation, and interpersonal skills.
• Proficiency in Salesforce (CRM) and other partner technologies like Allbound, Tackle, Crossbeam, etc.
• Knowledge of industry regulations and compliance standards related to partner operations.

Where could this role be based?

• Ideally, this role is based in one of our US hub locations, Boston or San Francisco, and follows a hybrid model, with an expectation of being onsite 1-2 days per week.