Manager, Channel Operations

**WHO WE ARE** Come join the company at the center of how the world adopts AI securely. Cyera’s mission is to give enterprises the confidence to embrace AI safely — deciding exactly what it can see and do as it reaches deeper into the business. We started by solving the hardest problem in data security: finding and securing data faster and more precisely than anyone thought possible. That foundation is now the essential AI trust infrastructure for the Fortune 1000. We’re hiring mission-driven talent to put those leaders at the center of our story. **THE OPPORTUNITY** As Manager, Channel Operations, you will be the **strategic owner of Channel Operations** at Cyera. You’ll partner with senior Channel leadership to design scalable processes, define success metrics, and build the operational rigor required to grow partner-sourced and partner-influenced revenue—starting with North America and laying the groundwork for future global scale. This is a high impactful role, ideal for someone who thrives in ambiguity, enjoys building from first principles, and has prior experience supporting senior Channel leaders in high-growth SaaS environments. You’ll manage one Channel Ops IC who will support execution, while you focus on strategy, structure, and scale. **RESPONSIBILITIES:** **Channel Strategy & Operating Model** - Partner closely with Channel & Alliances leadership to design and evolve the **Channel operating model**, with a strong focus on scaling success with Cyera’s top strategic partners. - Establish clear operational frameworks for how Cyera works with **GSIs, Resellers & VARs, Technology Alliances, and CSP partners**, aligned to our ICP (G2K and Enterprise). - Help define and operationalize the **channel operating cadence** (QBR inputs, metric reviews, planning cycles, and run-the-business insights). **Metrics, KPIs & Insights** - Define, monitor, and continuously improve KPIs that measure channel effectiveness and growth, including: - Partner-sourced and partner-influenced pipeline and closed-won revenue - Deal registration quality, velocity, and conversion - Partner activation and engagement - Program participation and enablement signals - Build executive-ready dashboards and reporting that translate partner activity into actionable insights and clear investment decisions. **Process Ownership & Scale** - Own and evolve core Channel Ops processes, including: - Deal registration lifecycle and governance - Partner program operations and enforcement - Incentive and SPIFF tracking and readiness - Partner enablement and certification tracking - Ensure processes are **scalable, documented, and built for growth**, not one-off execution. **Systems & Tooling** - Serve as the business owner for Channel Operations workflows in **Salesforce** (strong understanding required; admin support available). - Partner with RevOps Systems and leadership to evaluate, recommend, and scale additional tooling where appropriate (e.g., PRM solutions, analytics tools, marketplace tooling). - Support and operationalize cloud marketplace motions (e.g., AWS Marketplace) as part of broader channel workflows and reporting. **Leadership & Collaboration** - Manage and mentor one Channel Ops IC, providing direction, prioritization, and development. - Act as a trusted partner to Channel leadership, Sales, Finance, Marketing, and Enablement to ensure alignment and execution. - Bring structure, clarity, and momentum to a rapidly evolving Channel organization. **REQUIRED QUALIFICATIONS:** - **Experience:** 5+ years in Channel Operations, Partner Operations, or GTM Operations supporting partner-led growth in a SaaS environment (cybersecurity strongly preferred). - **Strategic Operator:** Proven ability to build and scale processes in ambiguous, fast-growing organizations; comfortable being both a thought partner and a builder. - **Channel Fluency:** Experience supporting complex partner ecosystems including GSIs, Resellers/VARs, Technology Alliances, and CSPs. - **…