Channel Partner Business Operations Analyst

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

Summary

The Channel Partner Business Operations Analyst is responsible for supporting the operational execution, data integrity, and performance visibility of the global channel partner organization.

Reporting to the Global Operations Director, Channel Partners, this role acts as the analytical and operational backbone of the channel business — enabling accurate forecasting, consistent reporting, and scalable process execution across partner recruitment, enablement, and renewals.

This is a highly cross-functional role, working closely with Channel Sales, Partner Success, Enablement, Finance, and RevOps teams to ensure the channel operates with rigor, clarity, and accountability.

How will you contribute?:
Forecasting & Pipeline Visibility

• Support accurate forecasting and performance tracking across the partner ecosystem.

• Maintain and validate partner pipeline and renewal forecasts

• Track performance across key metrics including ARR, renewals, and partner contribution

• Identify gaps, risks, and inconsistencies in forecasting data

• Partner with CAMs and PSMs to improve forecast accuracy and discipline

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Reporting & Performance Analytics

• Deliver actionable insights to support decision-making and channel performance management.

• Build and maintain dashboards for partner performance, pipeline, and renewals

• Analyze trends across partner productivity, activation, and retention

• Support QBRs and executive reporting with data-driven insights

• Provide ad hoc analysis to support strategic decisions

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Systems & Data Management

• Ensure data integrity and operational consistency across channel systems.

• Maintain data accuracy within Salesforce and partner systems (PRM where applicable)

• Support deal registration, partner attribution, and renewal tracking processes

• Identify and resolve data quality issues impacting reporting and forecasting

• Partner with RevOps & Enterprise/Business Applications Teams to align on data models and definitions

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Process Execution & Governance

• Support the implementation of scalable, standardized channel processes.

• Execute and enforce operational processes across onboarding, forecasting, and renewals

• Support governance frameworks and rules of engagement across partner teams

• Document and maintain standard operating procedures (SOPs)

• Ensure global consistency while supporting regional execution needs

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Cross-Functional Alignment

• Act as a coordination point across channel and internal functions.

• Partner with Finance on ARR tracking, renewals, and reporting accuracy

• Support CAM, PEM, and PSM teams with operational insights and data needs

• Collaborate with Marketing and Product teams on partner performance visibility

• Align with Cross Functional Operations & Enterprise/Business Applications Teams on reporting standards, tooling, and automation

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Process Improvement & Automation

• Continuously improve operational efficiency and scalability.

• Identify bottlenecks and inefficiencies in current workflows

• Recommend and support automation of manual processes

• Contribute to the evolution of channel operating frameworks

• Support system enhancements and tool optimization initiatives

What will you bring?:
• 3–5+ years of experience in Business Operations, Revenue Operations, Channel Operations, or Sales Operations roles

• Experience working in a B2B SaaS or recurring revenue environment, preferably within a channel or partner-led GTM model

• Proven track record supporting forecasting, pipeline management, and performance reporting in a sales or partner organization

• Hands-on experience working with CRM systems (Salesforce preferred) and reporting/BI tools (e.g., Tableau, Power BI, Looker)

• Experience supporting cross-functional teams including Sales, Finance, Marketing, and RevOps

• Demonstrated ability to manage and improve data quality, reporting accuracy, and operational processes

• Experience working in global or matrixed organizations with multiple stakeholders and regions is a plus

• Experience contributing to or supporting the rollout of operating frameworks, governance models, or process standardization initiatives

• Exposure to partner ecosystems (resellers, MSPs, alliances) and partner lifecycle metrics (activation, productivity, retention)

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.