Director, Worldwide Channel Sales Operations

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Director, Worldwide Channel Sales Operations

Location: Remote | Hybrid | Global (Preference for North America Time Zone)
Department: Global Sales Operations
Reports To: SVP, Worldwide Sales Operations

About Us

Proofpoint is a leading cybersecurity company protecting organizations' greatest assets and biggest risks: their people. We provide cutting-edge solutions to defend against cyber threats, protect data, and ensure compliance. Our team is passionate, innovative, and dedicated to helping businesses safeguard their critical information.

The Opportunity

We are seeking a Director of Worldwide Channel Sales Operations to lead the partner-facing arm of our Sales Operations function. This highly visible role will define and scale operational strategies that enable our channel teams and partners to drive predictable, high-quality growth.

You will serve as a strategic advisor to the Channel Sales leadership team, guiding everything from partner forecasting to revenue attribution, while ensuring operational excellence across systems, tools, and processes.

This role may include direct management of one team member and/or matrixed leadership responsibilities.

Key Responsibilities

Partner Forecasting & Planning

• Own the global forecast process for partner-sourced and influenced pipeline.
• Lead quarterly and annual planning cycles for partner revenue, territory design, and quota allocation in partnership with Sales, FP&A, and RevOps.
• Build and maintain dashboards in Salesforce and BI tools to track performance by region, segment, and partner type.

Operational Infrastructure & Process Excellence

• Oversee core partner operations workflows: onboarding, deal registration, MDF, rebates, and compliance.
• Implement and optimize PRM tools (e.g., Salesforce PRM, Impartner) and integrate them with the CRM ecosystem.
• Drive automation to reduce manual processes and improve partner productivity.

Attribution, Analytics & Insights

• Develop robust partner attribution models to align with sales crediting and compensation strategies.
• Partner with Finance and Systems to ensure clean, auditable channel data across reporting and incentive programs.
• Deliver actionable insights to Channel leadership on pipeline health, execution gaps, and ROI.

Cross-Functional Leadership

• Act as the primary operational liaison across Channel Sales, Partner Marketing, Enablement, Finance, and Systems.
• Align global operations strategy with regional execution to support scalable growth.
• Support partner escalations and ensure issue resolution through cross-team collaboration.

What You Bring

• 8–10+ years in Sales Operations, Revenue Operations, or Channel Sales Operations within high-growth B2B SaaS or cybersecurity companies.
• Proven track record of improving sales efficiency, forecast accuracy, and operational consistency across a global partner ecosystem.
• Strong business acumen and the ability to synthesize complex data into actionable insights for GTM execution and strategic decision-making.
• Executive presence and communication skills to influence and align senior stakeholders across Sales, Finance, and Partner organizations.
• Deep understanding of indirect channels and complex partner ecosystems (VARs, MSPs, GSIs, cloud marketplaces).
• Hands-on expertise with Salesforce CRM, PRM platforms (e.g., Impartner, Salesforce PRM), and sales planning/comp tools (e.g., Pigment, Clari, Xactly).
• Proficiency with BI and analytics tools (e.g., Power BI, SQL) for partner performance tracking and self-service dashboards.
• Experience supporting sales planning cycles, partner quota setting, QBRs, and board-level reporting deliverables.
• Experience operating as a high-impact individual contributor with potential or partial management responsibility.
• MBA or advanced degree in business, analytics, or a related field a plus.

Why Join Us

• Own a global function at the center of partner strategy and execution.
• Collaborate with top-tier leaders across Sales, Marketing, and Finance.
• Drive scalable impact in one of the world’s fastest-growing cybersecurity companies.
• Thrive in a mission-driven, inclusive culture that values excellence, ownership, and innovation.

Apply Now

Be the operational backbone that empowers our partners—and our revenue teams—to win.

Why Proofpoint
Protecting people is at the h