Director, Partner Operations

BeyondTrust is hiring a Director, Partner Operations to anchor the operational engine behind our global partner ecosystem — a remote, full-time role in the United States for someone who blends strategic thinking with hands-on execution.

About the Role

As Director, Partner Operations at BeyondTrust, you will join our Revenue Operations team inside the OCF organization and report to the VP of Field Operations. This remote (United States) position serves as the operational foundation for our channel, alliance, and technology partners, making sure each is equipped, enabled, and measured to perform. You will own the full operational infrastructure that powers our worldwide partner program, partnering with Sales, Marketing, Finance, and Legal to lift partner productivity, strengthen pipeline health, and accelerate revenue attainment.

Key Responsibilities

• Build and refine the operational framework for the partner program, spanning program tiers, rules of engagement, incentive design, and deal registration workflows.
• Act as the operational bridge between the Partner/Channel organization and Revenue Operations, keeping strategy, data, and tooling aligned.
• Create dashboards and reporting rhythms that surface partner pipeline, bookings, deal registration, and target attainment.
• Define partner KPIs — sourced and influenced revenue, partner-attached deal rates, time-to-close, and health scores — and deliver insights for QBRs, board reviews, and planning.
• Lead administration and optimization of partner-facing systems (PRM, CRM, deal registration portals) alongside GTM Systems, Sales Operations, and IT.
• Remove friction across onboarding, co-selling, renewal, and expansion while standardizing and documenting the partner lifecycle.
• Collaborate with Partner Marketing on MDF tracking and co-marketing ROI, with Finance on incentive accruals and rebate reconciliation, and with Legal on agreements and policy changes.
• Support partner onboarding, enablement completion tracking, and annual and quarterly planning, including headcount modeling, territory design, segmentation, and M&A or market-entry initiatives.

Qualifications

• 8+ years in Revenue, Channel, or Partner Operations at a B2B SaaS or enterprise technology company, including 3+ years leading and scaling operations teams.
• Strong command of channel models — VAR, MSSP, GSI, distribution, and technology alliances.
• Proficiency with CRM platforms (Salesforce strongly preferred) and PRM tools such as Impartner, Alliances, or Zift.
• Analytical depth using BI tools (Tableau, Power BI, Gong) and Excel or Google Sheets.
• Excellent cross-functional collaboration, communication, and executive presentation skills, with comfort navigating ambiguity in a fast-paced setting.
• Nice to have: cybersecurity or identity/access management experience, Salesforce PRM configurations, global partner program support, and CPQ exposure for partner quoting.

About BeyondTrust

BeyondTrust is the global identity security leader protecting Paths to Privilege™, helping organizations manage the entire identity attack surface and neutralize threats from outside attackers and insiders alike. Trusted by 20,000 customers, including 75 of the Fortune 100, we pair a culture of flexibility, trust, and continual learning with a deep commitment to diversity and inclusion.

How to Apply

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