岗位职责
- 渠道准入与资质审核（Entrance Management）： 1）负责制定、优化及推行SaaS渠道商、合作伙伴的准入标准与评估模型（包含企业资质、技术能力、商务潜力、合规风险等多维度）； 2）承接新渠道商的入驻申请，组织跨部门（法务、财务、销售、技术）评审，确保新引入的伙伴符合公司战略发展方向； 3）优化准入流程，提升渠道商双向入驻体验，缩短签约周期；
- 渠道商人员认证与赋能追踪（Enablement&Tracking）： 1）协同赋能、培训团队，建立渠道商从业人员（销售、Pre-sales、交付实施、客服）的认证考核体系； 2）负责渠道人员认证数据的全量统计、漏斗分析与动态Tracking，定期产出各区域、各级别渠道商的人才成熟度报告； 3）监督并推动渠道商达成人员持证率指标，对未达标伙伴进行预警、督导与定向帮扶；
- 渠道绩效考核与动态准出（Performance&Exit Management）： 1）负责组织实施渠道商的月度、季度、年度绩效考核（KPI/OKR）、激励核算和沟通，不仅关注业绩，更关注客户续费率（NDR）、交付满意度等SaaS核心指标； 2）制定明确的渠道降级与准出（汰换）机制；针对长期不达标、严重违规（如洗单、飞单、价格乱象）的渠道商，执行警告、降级、冻结或解约流转，维护生态健康度；
- 渠道数据资产与系统运营（Data&Systems）： 1）负责PRM（合作伙伴关系管理系统）或CRM系统中渠道模块的维护，确保准入、认证、考核、准出等全链路数据的准确性与实时性； 2）基于数据分析，发现渠道管理流程中的痛点，沉淀运营标准SOP，实现渠道管理的数字化与工具化；
- 渠道交易运营支持与流程优化（Deal Support&Process Improvement）： 1）支持渠道团队从销售机会到现金回款的关键交易流程，包括报价、合同、订单、激活等环节，提升销售推进效率； 2）确保报价、订单、发票等系统数据准确合规，为销售团队提供日常支持、问题排查及流程指引； 3）协同运营、财务、法务、税务和系统团队，分析复杂交易场景并持续优化工具、模板、流程与SLA，沉淀最佳实践并开展相关培训。
- Entrance Management: 1)Develop, optimize, and implement access standards and evaluation models for SaaS channel partners/vendors(covering multi-dimensional criteria including corporate qualifications, technical capabilities, business potential, and compliance risks); 2)Manage new channel partner onboarding applications, organizing cross-departmental reviews(Legal,Finance,Sales,Technology)to ensure new partners align with the company's strategic direction; 3)Optimize the access process to improve the two-way onboarding experience for channel partners and shorten contract signing cycles;
- Enablement&Tracking: 1)Collaborate with the Enablement/training team to establish a certification and assessment system for channel partner staff(Sales,Pre-sales,Delivery/Implementation,Customer Support); 2)Oversee comprehensive statistics, funnel analysis, and dynamic tracking of channel personnel certification Data, regularly producing talent maturity reports by region and partner tier; 3)Monitor and drive partners to meet staff certification rate targets, issuing early warnings, providing guidance, and offering targeted support to underperforming partners;
- Performance&Exit Management: 1)Organize and execute monthly/quarterly/annual performance assessments(KPI/OKR)and incentive calculations for channel partners, with a focus not only on revenue but also on core SaaS metrics such as Net Dollar Retention(NDR)and delivery satisfaction; 2)Establish clear mechanisms for partner downgrades and exits(phase-out);Enforce warnings, downgrades, suspensions, or contract terminations for partners that consistently underperform or engage in serious violations(e.g.,order manipulation, sales poaching, pricing irregularities)to maintain ecosystem health;
- Data&Systems: 1)Maintain channel modules within the PRM(Partner Relationship Management)or CRM system, ensuring accuracy and real-time Data integrity across the entire lifecycle—from access and certification to performance reviews and exits; 2)Leverage Data analysis to identify pain points in channel management processes, standardize operational SOPs, and drive the digitization and tool-based evolution of channel management;
- Deal Support&Process Improvement 1)Support the channel team through critical transaction processes from sales opportunity to cash collection, including quoting, contracting, order processing, and activation, to enhance sales efficiency; 2)Ensure accuracy and compliance of system Data related to quotes, orders, and invoices, while providing day-to-day support, Troubleshooting, and process guidance to the sales team; 3)Collaborate with Operations, Finance, Legal, Tax, and Systems teams to analyze complex transaction scenarios, continuously optimize tools, templates, processes, and SLAs, and distill best practices through relevant training initiatives.
职位要求
- 本科及以上学历，计算机、信息管理、市场营销或工商管理等相关专业优先；
- 工作经验：2-5年及以上商业运营相关工作经验，其中至少2年SaaS或To B IT厂商销售运营经验；
- 专业能力： 1）熟悉SaaS行业的渠道生态模式（代理、咨询、交付、ISV等）； 2）具备流程建设能力与数据敏感度，能够熟练使用Excel、BI工具或PRM系统进行复杂数据分析； 3）具备较强的执行力，面对多任务时能分清优先级； 4）英语能作为工作语言；有跨地区/时区工作经验者更佳；
- 软性技能： 1）原则性强：在准入准出与合规管理上坚持原则，具备优秀的风险识别与防范意识； 2）跨部门沟通：优秀的沟通协调与冲突解决能力，能够推动销售线、产品线、法务等多方高效协同； 3）对AI工具有浓厚兴趣和实操经验，具备快速学习新事物、新技术并将其转化为生产力的能力，能够主动思考如何利用新工具优化销售效能； 4）具备自驱力，能够适应快速变化的组织环境。
- Education:Bachelor's degree or above; majors in Computer Science,Information Management,Marketing,Business Administration, or related fields preferred;
- Experience:2–5 years of working experience in commercial operations or above ,with at least2years in sales operations at a SaaS or B2B IT vendor;
- Professional Competencies: 1)Familiarity with channel ecosystem models in the SaaS industry(e.g.,agency, consulting, delivery, ISV); 2)Strong process-building capabilities和Data sensitivity, with proficiency in Excel,BI tools, or PRM systems for complex data analysis; 3)Strong execution Skills with the ability to prioritize effectively across multiple tasks; 4)English proficiency as a working language; experience working across regions/time zones is a plus;
- Soft Skills: 1)Strong sense of integrity:Upholds principles in access, exit, and compliance management, with excellent risk identification and prevention awareness; 2)Cross-functional communication:Outstanding communication, coordination,和conflict-resolution Skills, capable of driving efficient collaboration across sales, product, legal, and other teams; 3)AI enthusiasm&adaptability:Genuine interest and hands-on experience with AI tools; ability to quickly learn new technologies和convert them into productivity gains, proactively identifying ways to leverage new tools to optimize sales effectiveness; 4)Resilience&self-motivation:adapt to a rapidly changing organizational environment.
