RevOps Business Partner — Channel Motion

Overview

You're the RevOps partner supporting ShareGate's channel sales motion - the partners, resellers, and MSPs who sell their migration tools. You build the systems that manage partner onboarding, deal registration, co-selling workflows, and commission payouts. You also create the reports that tell leadership which partners are performing and which are just sitting on the roster doing nothing.

Role Snapshot

Company Context

Stage: Growth-stage (407 employees)

Parent Company: ShareGate (acquired Workleap HR tools)

Product Focus: ShareGate's Microsoft 365/SharePoint migration tools sold through partner channel

Growth: Building out channel motion as a distinct GTM strategy alongside direct sales

Market Position: Microsoft migration space often relies heavily on partner ecosystem (MSPs, consultants)

GTM Reality

What "Channel Motion" Means Here:

• Partners and resellers selling ShareGate migration tools to their clients
• Deal registration process to prevent channel conflict
• Co-selling where ShareGate team works with partners on larger deals
• Partner tiers (probably platinum/gold/silver) with different commission structures

Your Scope:

• Partner portal and PRM system administration
• Deal registration workflows and conflict resolution
• Commission tracking and partner compensation reporting
• Partner performance analytics

What You'll Actually Do

Time Breakdown

Partner Portal/PRM Admin (30%) | Deal Registration & Ops (25%) | Commission/Comp Tracking (20%) | Reporting (15%) | Partner Enablement Support (10%)

Key Activities

• Deal Registration Management: You administer the deal registration system where partners claim opportunities. This means setting up workflows, reviewing submitted registrations, resolving conflicts when multiple partners claim the same deal, and making sure deals route correctly to channel managers for approval.

• Partner Data & Tier Management: You maintain the partner database - onboarding new partners, updating tier status (platinum/gold/silver), tracking certifications and training completion, deactivating inactive partners. You build the logic that determines tier eligibility and commission rates.

• Commission & Compensation Tracking: You calculate partner commissions based on closed deals, track payouts, reconcile discrepancies when partners dispute their comp, and provide visibility into what each partner has earned. Finance relies on your data for partner payouts.

• Channel Performance Reporting: You build dashboards showing which partners are driving pipeline vs just sitting inactive, deal registration conversion rates, average partner deal size, time-to-close for partner deals, and partner contribution to overall revenue. Leadership uses this to decide which partners to invest in.

• Partner Portal Administration: You manage the partner portal (likely HubSpot-based or a dedicated PRM tool) where partners access resources, submit deal registrations, track their pipeline, and view their commissions. You troubleshoot access issues, update content, and train partners on how to use it.

• Co-Sell Workflow Support: You design and maintain the processes for when ShareGate AEs co-sell with partners - how leads get assigned, who owns the relationship, how revenue gets split, and how to prevent channel conflict.

The Honest Reality

What's Hard

• Channel conflict is constant: Partners fight over who registered a deal first, AEs want to go direct instead of through partners, and you're stuck mediating disputes with incomplete data. Everyone thinks the other person is trying to steal their commission.

• Most partners are inactive: You'll have 100+ partners registered but only 10-15 actually drive meaningful revenue. Leadership keeps asking you to "activate" the long tail, but most partners signed up, got certified, and never sold anything.

• Commission disputes eat your time: Partners will challenge their payouts constantly - claiming they should get credit for a deal, disputing the discount tier applied, or saying a customer they introduced should count as their deal even though there's no registration. You're always digging through records to validate or refute claims.

• Data across multiple systems: Partner data lives in HubSpot, deal data in Salesforce, commission calculations in spreadsheets, and partner portal in a separate PRM tool. Keeping everything synced is a nightmare and reports often don't reconcile.

What Success Looks Like

• Channel contribution to revenue is clearly tracked and growing quarter-over-quarter
• Deal registration approval time drops from days to hours
• Partner commission disputes decrease because the data is transparent and accessible
• Leadership can see which partners to double down on vs which to deprioritize

Who You're Supporting

Primary Stakeholders:

• Channel/Partner Account Managers who recruit and enable partners
• Partners and resellers who sell ShareGate (external stakeholders)
• Finance team that processes partner payouts
• Sales leadership evaluating channel strategy
• Head of RevOps (your direct manager)

What They Need From You:

• Fast deal registration approvals with clear conflict resolution
• Accurate commission calculations partners can trust
• Visibility into which partners are worth investing in
• Smooth onboarding process for new partners

Requirements

• 2-4 years in Channel Ops, Partner Ops, or RevOps supporting indirect sales
• Experience with partner relationship management (PRM) tools or building partner portals
• Strong process design skills - you've built deal registration or commission workflows before
• Comfortable handling conflict and ambiguous situations (channel disputes)
• Data analysis skills to track partner performance and compensation
• HubSpot or Salesforce proficiency
• Bonus: Experience with Microsoft partner ecosystem, commission/comp plan administration, integration tools