Channel Sales Operations Business Partner

Role Overview

The Channel Business Analyst serves as an operational partner to regional Channel Sales teams, providing analytical support, business planning coordination, and process execution to drive partner performance and channel efficiency. This role focuses on data analysis, planning support, and operational execution within a defined region or partner segment.

What You'll Do

Business Planning & QBR Support

• Partner with CAMs to develop and maintain business plans for regional partners

• Coordinate Quarterly Business Review (QBR) logistics and materials preparation

• Gather and analyze performance data for business plans and QBRs (pipeline, revenue, certifications, activity metrics)

• Track business plan action items and follow up on commitments to ensure accountability

• Maintain business plan documentation and update templates

Quota Analysis & Territory Planning Support

• Support regional quota-setting process by providing data analysis and recommendations

• Analyze historical performance, market potential, and partner capacity to inform quota distributions

• Assist in territory assignment optimization based on coverage analysis and CAM capacity

• Track quota attainment by partner and CAM; provide regular performance reports

• Identify quota attainment gaps and recommend corrective actions

Performance Analysis & Reporting

• Develop and maintain partner performance dashboards and reports using Tableau and Salesforce

• Provide weekly/monthly reporting on key metrics: pipeline, deal registrations, revenue, win rates

• Analyze partner performance trends and identify outliers requiring attention

• Support forecast preparation and pipeline reviews with data analysis and insights

• Create ad-hoc reports and analysis to support strategic decisions

Strategic Analysis & Planning Support

• Conduct market and competitive analysis to identify partner growth opportunities

• Support whitespace analysis to uncover expansion opportunities within partner territories

• Analyze win/loss patterns to identify trends and improvement opportunities

• Assist in building business cases for partner investments and program initiatives

• Research industry trends and best practices to inform channel strategy

Pipeline & Deal Registration Management

• Monitor deal registration submissions, approvals, and conversions

• Analyze pipeline health: stage progression, velocity, stall rates, conversion funnels

• Identify pipeline bottlenecks and work with CAMs to address issues

• Ensure data quality in SFDC: partner/opportunity accuracy, completeness, hygiene

• Support pipeline hygiene initiatives to improve forecast accuracy

Process Optimization & Documentation

• Identify and recommend process improvements to increase efficiency and reduce manual work

• Document channel operations processes and maintain up-to-date procedure guides

• Support implementation of new tools, systems, and automation solutions

• Assist in partner and CAM onboarding by ensuring data setup and system access

• Track process cycle times and identify opportunities for streamlining

Cross-Functional Collaboration

• Partner with Sales Ops, Finance, Marketing, and Product teams on channel initiatives

• Coordinate with partner support team to understand recurring issues and trends

• Communicate effectively with CAMs, partners, and internal stakeholders

• Support cross-functional projects requiring channel data or operational input

What You'll Need

Experience:

• 2-4 years in business analysis, sales operations, channel operations, or related analytical role

• Experience in technology/SaaS industry preferred

• Familiarity with channel or partner business models a plus

• Experience supporting sales teams and business planning processes

Skills & Competencies:

• Analytical: Strong data analysis skills; ability to work with large datasets and extract meaningful insights

• Technical: Proficiency with Salesforce, Excel (advanced), Tableau or similar BI tools

• Organizational: Excellent project management and organizational skills; detail-oriented

• Communication: Clear written and verbal communication; ability to present data to various audiences

• Problem Solving: Logical thinking and ability to identify root causes and solutions

• Collaboration: Effective team player who works well across functions

• Adaptability: Comfortable in fast-paced environment managing multiple priorities

• Process-Oriented: Systematic approach to work; documentation mindset

Education:

• Bachelor's degree in Business, Finance, Analytics, or related field (preferred)

The base range for this position is s$104k−s$156k (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.