Director, Channel Operations

This role is within Chamberlain Group's Sales Operations function. The Director, Channel Operations leads the newly unified Sales Operations organization, bringing Revenue Execution and Channel Value Management (CVM) together under a single operating model, and serves as the driving force behind how the Revenue Organization operates. A successful incumbent is expected to (i) build the strategy, vision, and market positioning that guide sales across multiple distribution channels; (ii) set the program frameworks that accelerate profitable growth and translate those programs into the motions the field executes; and (iii) establish policies aligned to business strategy and P&L targets that optimize channel mix, lift profitability, and minimize gross-to-net leakage.

• Design the multi-year Sales Operations strategy and operating model, translating Revenue Organization goals into a clear roadmap of programs, plays, and capability investments. 

• Lead the integration of Revenue Execution and Channel Value Management into a single operating model; establish the shared governance, priorities, and service standards the Revenue Organization runs on. 

• Direct go-to-market execution across all channels, deploying targeted sales motions, coordinated field activity, and revenue intelligence to accelerate profitable growth. 

• Direct partner incentive program strategy that advances business objectives and differentiates Chamberlain Group competitively; govern launch plans, timelines, and cross-functional execution, and adjust program economics to meet or exceed competitive offerings. 

• Own the financial model (P&L/ROI) for programs, promotions, channel incentives, rebates, and warranties; quantify the impact on margin and profitability before commitments are made. 

• Set the Salesforce Sales Cloud and revenue intelligence roadmap: prioritize use cases, define data and measurement standards, determine how AI-generated recommendations are validated before adoption, and direct the supporting technology investments. 

• Establish the performance framework for channel and program results; direct ongoing analysis of sales, margin, and volume across key products and channels, and hold the organization accountable to corrective action plans. 

• Partner with business unit and functional leaders to identify and launch growth initiatives across the Chamberlain Group portfolio, aligning Sales, Product Marketing, and Marketing on channel-specific programs, promotions, and campaigns. 

• Advise Sales Leadership on optimal channel mix to reduce cost per transaction, lift profitability, and minimize gross-to-net leakage. 

• Comply with health and safety guidelines and rules; managers should also ensure compliance across their teams. 

• Protect Chamberlain Group’s reputation by keeping information confidential. 

• Maintain professional and technical knowledge by attending educational workshops, reading professional publications, establishing personal networks, and participating in professional societies. 

• Contribute to the team effort by accomplishing related results and participating on projects as needed. 

Supervision Exercised 

• Motivate and lead a high performance team by attracting, developing, engaging and retaining team members 

• Drive the performance management and compensation processes by communicating job expectations, monitoring and evaluating performance, providing feedback and facilitating employee development per the company’s policies 

• Maintain transparent communication by appropriately communicating organization information to team through department meetings, one-on-one meetings, appropriate email, IM and regular interpersonal communications 

• Lead and motivate individuals and teams to create a workplace culture that is consistent with the Chamberlain Group mission, vision and values. 

Education/Certifications: 

• Bachelor's Degree in Business Management, Finance, Marketing, or a related field. 

Experience: 

• 10+ years in sales operations, revenue operations, or channel/partner management; 7+ years as a people manager, including experience leading managers; experience designing and administering incentive-based partner or channel programs; experience owning channel strategy and program economics (P&L/ROI) across multiple channels; experience leading direct and indirect teams in a matrix organization. 

Knowledge, Skills, and Abilities: 

• Proven ability to design and implement channel and go-to-market strategy across multiple complex distribution channels. 

• Demonstrated ability to build, lead, and develop a team of managers and senior professionals. 

• Command of channel and program economics, including P&L and ROI modeling, incentive design, and gross-to-net management. 

• Working knowledge of Salesforce Sales Cloud or a comparable CRM platform, and of the data standards required to support revenue analytics. 

• Demonstrated ability to influence and align senior cross-functional stakeholders in a matrixed organization. 

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