Field Channel Operations & Coverage Manager

• 50% Sales Operations, Salesforce and Power BI Analytics, and Process Adherence
• 50% Inside Partner and Customer-Facing Sales Overlay

What you'll do

• Serve as a subject-matter expert for Salesforce opportunity management, sales workflows, forecasting, and reporting.
• Monitor and improve Salesforce data accuracy, completeness, consistency, and timeliness.
• Ensure opportunities include accurate stages, close dates, revenue values, forecast categories, decision criteria, next steps, and customer contacts.
• Develop dashboards, reports, alerts, and views that improve seller productivity and leadership visibility.
• Identify gaps in Salesforce adoption and provide coaching, documentation, and corrective recommendations.
• Partner with Sales Operations and Salesforce administrators to recommend system enhancements, workflow improvements, and automation.
• Support user testing and field adoption of Salesforce enhancements and new functionality.

• Develop, maintain, and interpret Power BI dashboards covering pipeline, bookings, revenue, churn, win rates, forecast accuracy, sales activity, and partner performance.
• Translate sales data into concise, actionable recommendations for PSEs, sales leaders, and executive stakeholders.
• Analyze performance by partner, territory, representative, product, customer segment, vertical, and opportunity size.
• Identify performance trends, pipeline risks, conversion gaps, and growth opportunities.
• Reconcile Salesforce and Power BI reporting to ensure consistent data and metric definitions.
• Produce executive reports, partner scorecards, business-review materials, and sales-performance summaries.
• Measure the effectiveness of sales programs, promotions, enablement activities, and partner initiatives.

• Support pipeline reviews, forecast inspections, opportunity reviews, and performance discussions.
• Reinforce adherence to established sales stages, qualification requirements, pricing policies, approval processes, and forecasting methodologies.
• Identify opportunities that lack required information, validated next steps, appropriate customer engagement, or sufficient sales activity.
• Develop and maintain sales-process documentation, operating procedures, and reporting standards.
• Support territory planning, partner segmentation, account prioritization, and sales-capacity analysis.
• Identify training and enablement needs based on Salesforce adoption, Power BI analytics, sales performance, and observed process gaps.
• Provide sales leadership with fact-based recommendations to improve pipeline quality, forecast accuracy, conversion, and accountability.

• Provide inside sales coverage for PSEs who are on PTO, traveling, attending company events, or otherwise temporarily unavailable.
• Review coverage plans with PSEs before scheduled absences, including active opportunities, partner priorities, customer commitments, and required follow-up.
• Monitor assigned PSE email, Salesforce tasks, opportunity activity, and documented next steps as permitted during the coverage period.
• Respond promptly to partner and customer questions, requests, and time-sensitive sales needs.
• Maintain deal momentum by coordinating meetings, demonstrations, pricing requests, internal approvals, and follow-up activities.
• Advance active opportunities based on the documented sales strategy without changing account ownership or established partner direction.
• Escalate urgent commercial, technical, operational, or customer-experience issues to the appropriate leader or internal resource.
• Document all partner and customer interactions, decisions, commitments, and next steps in Salesforce.
• Provide the returning PSE with a concise coverage summary, including completed actions, outstanding items, risks, and recommended next steps.
• Ensure a seamless transition back to the assigned PSE following the coverage period.

• Participate virtually in partner and customer discovery meetings, solution presentations, demonstrations, business reviews, and deal-strategy sessions.
• Support partners and PSEs in developing business cases, value propositions, competitive positioning, and close strategies.
• Help validate customer business drivers, decision criteria, technical requirements, competitive threats, and compelling events.
• Coordinate internal resources—including Solutions Engineering, Product, Marketing, Finance, Legal, and Operations—to support opportunity requirements.
• Assist with pricing requests, proposal development, product questions, sales documentation, and internal approval processes.
• Help partners identify whitespace and cross-sell opportunities within existing customer accounts.
• Provide guidance on opportunity qualification, deal structure, competitive differentiation, and next-step planning.
• Represent partner and customer feedback internally and translate field needs into actionable recommendations.
• Support strategic opportunities from qualification through close while maintaining alignment with the assigned PSE.

• This is an inside role, with partner and customer engagement conducted primarily by phone, email, video conference, and internal collaboration tools.
• The assigned PSE remains the primary relationship owner and retains responsibility for account strategy, territory management, and long-term partner development.
• Coverage assignments are temporary and based on PTO schedules, travel, meetings, events, workload requirements, and business priorities.
• The role is expected to operate from established Salesforce records, opportunity plans, and documented PSE instructions.
• Material changes to pricing strategy, account direction, partner commitments, or opportunity positioning require alignment with the assigned PSE or sales leadership.
• Limited travel may be required for internal meetings, training, or select business events, but routine field travel is not a core requirement.

What you'll bring

• Bachelor’s degree in Business, Finance, Analytics, Sales, Marketing, or a related discipline, or equivalent professional experience.
• Five or more years of experience in sales operations, inside sales, revenue operations, sales analytics, channel sales, or account support.
• Knowledge of Intermedia sales processes and Partner ecosystem
• Strong working knowledge of Salesforce, including opportunity management, dashboards, reporting, forecasting, and data-quality governance.
• Demonstrated experience creating, maintaining, or interpreting Power BI reports and dashboards.
• Experience supporting customers, channel partners, or sales representatives in a remote or inside-sales environment.
• Strong understanding of pipeline management, forecasting, opportunity qualification, and sales-process governance.
• Ability to quickly understand active opportunities and provide effective temporary coverage across multiple PSE territories.
• Advanced Microsoft Excel and PowerPoint skills.
• Strong written, verbal, presentation, and virtual-meeting capabilities.
• Ability to manage multiple priorities and respond effectively to time-sensitive partner and customer needs.
• Ability to influence behavior and reinforce accountability without direct reporting authority.

• Experience in technology, telecommunications, SaaS, cloud communications, managed services, or a channel-led sales organization.
• Experience supporting reseller, MSP, or indirect-sales business models.
• Familiarity with recurring-revenue metrics, including MRR, ARR, retention, churn, and customer lifetime value.
• Experience supporting complex, multi-stakeholder sales opportunities.
• Knowledge of consultative selling, value-based selling, and formal opportunity-qualification methodologies.

Diversity, Inclusion, and Equal Opportunity