Partner Operations Manager, Fivetran

• 7+ years in partner operations, sales operations, or business operations within a SaaS company, including ongoing management and optimization of partner program and GTM motions - co-sell, source, resell, etc
• Proven ability to work with Deal Desk, managing deal workflows and non-standard pricing processes
• Hands-on experience with cloud marketplace operations (AWS, Azure, GCP) preferred
• Strong background in partner tools, including PRM platforms, LMS systems, Salesforce, and BI tools
• Analytical and systems-oriented mindset, with excellent cross-functional communication and project management skills
• Ability working as part of a global team with understanding of the uniquenesses of different regions and partner GTM requirements

Desirable

• We’re looking for a proven, execution-focused Partner Operations lead to manage and scale the operational infrastructure behind our global partner ecosystem
• This role is essential to driving the continued success of Fivetran’s partner program and partner go-to-market (GTM) strategy—ensuring consistent execution across deal management, cloud marketplace operations, partner systems, and program governance
• You’ll work cross-functionally internally within the Fivetran Partner Organization (FPO) and across the company, including Sales Operations, Deal Desk, Systems, Legal, Procurement, Finance, and more, to enable scalable partner engagement, maintain operational rigor, and support partners with the tools and processes they need to succeed
• Foundational: Salesforce CRM, partner tools including PRM/portal and LMS systems. Looker for reporting. Cloud co-sell tools: like Suger and marketplace platforms (e.g., ACE, OCP, CPPO), Google Suite, Coupa
• Manage the global partner program infrastructure, ensuring clear processes for onboarding, tiering, compliance, and performance tracking aligned with GTM goals
• Support the execution of co-sell, resell, and influence motions by developing streamlined, scalable processes and cross-functional alignment
• Serve as the partner operations subject expert with sales operations and systems teams to drive continual process and systems improvements that support partner GTM motions
• Manage and optimize the partner portal as the central access point for deal registration, partner sales and marketing assets, program updates and more
• Oversee the partner learning management system (LMS) and coordinate with enablement teams and subject experts to provide training that supports sales and technical enablement and delivery readiness
• Collaborate with partner marketing, enablement, and systems teams to align partner-facing tools (including portal and LMS) with evolving program needs and strategic initiatives
• Lead and optimize the end-to-end lifecycle for partner deals, including registration, approvals, pricing, quoting, and booking
• Act as the primary liaison between the partner team and Deal Desk, ensuring consistency in pricing strategy, discounting guidelines, and exception processes
• Partner with Revenue Operations and Systems teams to improve automation, data hygiene, and visibility into partner deal activity and impact, AND lead reporting requirements capture and execution on an ongoing basis
• Own and manage partner incentives payout and tracking including rebates and spiffs. Work with partner and deal desk teams to ensure accurate deal structuring from deal registration to close
• Own operational execution across our marketplace providers - AWS, GCP, Azure and Snowflake - including listing creation and updates and management of the marketplace platforms and third-party integration tool used for offer creation and management
• Collaborate with finance, legal, and GTM stakeholders to expand cloud marketplace usage as a strategic channel for transacting with partners and customers
• Monitor and report on marketplace performance, identifying optimization opportunities and supporting GTM planning
• Lead cross-functional projects and initiatives to enhance partner operations, automate manual processes, and improve internal and external user experience
• Support partner field teams with system documentation, training, and resources to navigate partner workflows effectively
• Track and analyze key partner metrics (deal flow, portal usage, training completions, program compliance) to inform strategic decisions and ongoing improvements. Including working with the Analytics team to ensure accurate reporting