渠道运营经理-飞书 Channel Operations Manager - Lark

1、渠道准入与资质审核（Entrance Management）： 1）负责制定、优化及推行SaaS渠道商、合作伙伴的准入标准与评估模型（包含企业资质、技术能力、商务潜力、合规风险等多维度）； 2）承接新渠道商的入驻申请，组织跨部门（法务、财务、销售、技术）评审，确保新引入的伙伴符合公司战略发展方向； 3）优化准入流程，提升渠道商双向入驻体验，缩短签约周期； 2、渠道商人员认证与赋能追踪（Enablement&Tracking）： 1）协同赋能、培训团队，建立渠道商从业人员（销售、Pre-sales、交付实施、客服）的认证考核体系； 2）负责渠道人员认证数据的全量统计、漏斗分析与动态Tracking，定期产出各区域、各级别渠道商的人才成熟度报告； 3）监督并推动渠道商达成人员持证率指标，对未达标伙伴进行预警、督导与定向帮扶； 3、渠道绩效考核与动态准出（Performance&Exit Management）： 1）负责组织实施渠道商的月度、季度、年度绩效考核（KPI/OKR）、激励核算和沟通，不仅关注业绩，更关注客户续费率（NDR）、交付满意度等SaaS核心指标； 2）制定明确的渠道降级与准出（汰换）机制；针对长期不达标、严重违规（如洗单、飞单、价格乱象）的渠道商，执行警告、降级、冻结或解约流转，维护生态健康度； 4、渠道数据资产与系统运营（Data&Systems）： 1）负责PRM（合作伙伴关系管理系统）或CRM系统中渠道模块的维护，确保准入、认证、考核、准出等全链路数据的准确性与实时性； 2）基于数据分析，发现渠道管理流程中的痛点，沉淀运营标准SOP，实现渠道管理的数字化与工具化； 5、渠道交易运营支持与流程优化（Deal Support&Process Improvement）： 1）支持渠道团队从销售机会到现金回款的关键交易流程，包括报价、合同、订单、激活等环节，提升销售推进效率； 2）确保报价、订单、发票等系统数据准确合规，为销售团队提供日常支持、问题排查及流程指引； 3）协同运营、财务、法务、税务和系统团队，分析复杂交易场景并持续优化工具、模板、流程与SLA，沉淀最佳实践并开展相关培训。 1.Entrance Management: 1)Develop, optimize, and implement access standards and evaluation models for SaaS channel partners/vendors(covering multi-dimensional criteria including corporate qualifications, technical capabilities, business potential, and compliance risks); 2)Manage new channel partner onboarding applications, organizing cross-departmental reviews(Legal,Finance,Sales,Technology)to ensure new partners align with the company's strategic direction; 3)Optimize the access process to improve the two-way onboarding experience for channel partners and shorten contract signing cycles; 2.Enablement&Tracking: 1)Collaborate with the Enablement/training team to establish a certification and assessment system for channel partner staff(Sales,Pre-sales,Delivery/Implementation,Customer Support); 2)Oversee comprehensive statistics, funnel analysis, and dynamic tracking of channel personnel certification Data, regularly producing talent maturity reports by region and partner tier; 3)Monitor and drive partners to meet staff certification rate targets, issuing early warnings, providing guidance, and offering targeted support to underperforming partners; 3.Performance&Exit Management: 1)Organize and execute monthly/quarterly/annual performance assessments(KPI/OKR)and incentive calculations for channel partners, with a focus not only on revenue but also on core SaaS metrics such as Net Dollar Retention(NDR)and delivery satisfaction; 2)Establish clear mechanisms for partner downgrades and exits(phase-out);Enforce warnings, downgrades, suspensions, or contract terminations for partners that consistently underperform or engage in serious violations(e.g.,order manipulation, sales poaching, pricing irregularities)to maintain ecosystem health; 4.Data&Systems: 1)Maintain channel modules within the PRM(Partner Relationship Management)or CRM system, ensuring accuracy and real-time Data integrity across the entire lifecycle—from access and certification to performance reviews and exits; 2)Leverage Data analysis to identify pain points in channel management processes, standardize operational SOPs, and drive the digitization and tool-based evolution of channel management; 5.Deal Support&Process Improvement 1)Support the channel team through critical transaction processes from sales opportunity to cash collection, including quoting, contracting, order processing, and activation, to enhance sales efficiency; 2)Ensure accuracy and compliance of system Data related to quotes, orders, and invoices, while providing day-to-day support, Troubleshooting, and process guidance to the sales team; 3)Collaborate with Operations, Finance, Legal, Tax, and Systems teams to analyze complex transaction scenarios, continuously optimize tools, templates, processes, and SLAs, and distill best practices through relevant training initiatives.

1、本科及以上学历，计算机、信息管理、市场营销或工商管理等相关专业优先； 2、工作经验：2-5年及以上商业运营相关工作经验，其中至少2年SaaS或To B IT厂商销售运营经验； 3、专业能力： 1）熟悉SaaS行业的渠道生态模式（代理、咨询、交付、ISV等）； 2）具备流程建设能力与数据敏感度，能够熟练使用Excel、BI工具或PRM系统进行复杂数据分析； 3）具备较强的执行力，面对多任务时能分清优先级； 4）英语能作为工作语言；有跨地区/时区工作经验者更佳； 4、软性技能： 1）原则性强：在准入准出与合规管理上坚持原则，具备优秀的风险识别与防范意识； 2）跨部门沟通：优秀的沟通协调与冲突解决能力，能够推动销售线、产品线、法务等多方高效协同； 3）对AI工具有浓厚兴趣和实操经验，具备快速学习新事物、新技术并将其转化为生产力的能力，能够主动思考如何利用新工具优化销售效能； 4）具备自驱力，能够适应快速变化的组织环境。 1.Education:Bachelor's degree or above; majors in Computer Science,Information Management,Marketing,Business Administration, or related fields preferred; 2.Experience:2–5 years of working experience in commercial operations or above ,with at least2years in sales operations at a SaaS or B2B IT vendor; 3.Professional Competencies: 1)Familiarity with channel ecosystem models in the SaaS industry(e.g.,agency, consulting, delivery, ISV); 2)Strong process-building capabilities和Data sensitivity, with proficiency in Excel,BI tools, or PRM systems for complex data analysis; 3)Strong execution Skills with the ability to prioritize effectively across multiple tasks; 4)English proficiency as a working language; experience working across regions/time zones is a plus; 4.Soft Skills: 1)Strong sense of integrity:Upholds principles in access, exit, and compliance management, with excellent risk identification and prevention awareness; 2)Cross-functional communication:Outstanding communication, coordination,和conflict-resolution Skills, capable of driving efficient collaboration across sales, product, legal, and other teams; 3)AI enthusiasm&adaptability:Genuine interest and hands-on experience with AI tools; ability to quickly learn new technologies和convert them into productivity gains, proactively identifying ways to leverage new tools to optimize sales effectiveness; 4)Resilience&self-motivation:adapt to a rapidly changing organizational environment.