[Remote] Director, Channel & Partner Sales Operations & Strategy at Confluent

United States

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Not SpecifiedCompensation

N/AExperience Level

N/AJob Type

Not SpecifiedVisa

N/AIndustries

Requirements

10+ years of experience in Sales Operations, Channel Operations, or GTM Strategy
Deep understanding of partner ecosystems (Resell, CSP, ISV, GSI, and Hyperscaler alliances)
Strong analytical and financial acumen
Proven ability to lead cross-functional programs and influence at all levels
Proficiency with Salesforce, Tableau (or similar BI tools), and GTM planning systems
Exceptional communication and executive presence

Responsibilities

Partner GTM Strategy & Planning: Lead GTM planning process for partner and channel sales
Define and operationalize coverage models, partner segmentation, and capacity plans
Develop key metrics, scorecards, and insights to track partner performance
Own core operating cadences for the Partner GTM (QBRs, pipeline reviews, forecast processes)
Partner with Sales Ops, Finance, and Systems teams for data capture and reporting
Drive cross-functional alignment between Channel Sales, Field Sales, and Product teams
Support the design and operationalization of partner incentive programs and compensation models
Build frameworks to evaluate and optimize partner investments, MDF spend, and program ROI
Deliver actionable insights through dashboards and analyses to inform GTM strategy
Track key KPIs such as partner-sourced pipeline, influenced revenue, and attach rates
Act as the operational thought partner to the VP of Channel Sales and the Global Revenue Strategy & Operations leadership team
Lead a global team of partner operations professionals

Skills

Confluent

Data streaming solutions for real-time processing

About Confluent

Confluent specializes in data streaming solutions, focusing on helping businesses manage and process real-time data streams. Its main product is built on Apache Kafka, an open-source platform that allows users to create real-time data pipelines and streaming applications. Clients, including large enterprises and financial institutions, utilize Confluent's tools to collect, process, and analyze data streams, which helps them make quicker and more informed decisions. Unlike many competitors, Confluent offers a subscription-based model for its cloud platform, Confluent Cloud, and its on-premises software, Confluent Platform, ensuring a steady revenue stream. The company also provides professional services like training and consulting to assist clients in optimizing their data streaming solutions. Confluent's goal is to be a leader in the data streaming market, enabling organizations to leverage real-time data for improved operational efficiency.

Mountain View, CaliforniaHeadquarters

2014Year Founded

$443.5MTotal Funding

IPOCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

1,001-5,000Employees

Benefits

Best Teammates on Planet Earth - Loving your job has a lot to do with the people around you. Luckily at Confluent, you will find some of the most genuine people who make you excited to come to work each day.

Adjustable Working Arrangements - While most of our employees work typical business hours, we encourage everyone to partner with their manager to make a schedule that works best for them and Confluent.

Robust Benefits - Health and wellness is important and Confluent is proud to offer a total benefits program that ranks in the top percentile of companies similar in size to our industry in our established geographies.

Rest and Recharge Days - Personal time off is great but it is even better when your whole team has the day. Each quarter, teams have three recharge days where the entire team logs off and refreshes before coming back to work.

Weekly Lunch Spend - At Confluent, we have a weekly lunch program called “No Pay Thursday.” On Thursdays, lunch is provided by Confluent at local restaurants and grocery stores, taxes may apply for some countries.

Flexible Paid Time Off (PTO) - Confluent employees work really hard to meet the needs of our growing and scaling business. To make sure that we don’t burn out, we encourage everyone to balance their PTO in an adequate way.

Risks

CTO Chad Verbowski's retirement may lead to a temporary leadership vacuum.

WarpStream acquisition may present integration challenges, disrupting operations.

Participation in MongoDB AI Program exposes Confluent to competitive pressures.

Differentiation

Confluent's platform is based on Apache Kafka, a leading open-source data streaming technology.

The company offers a subscription-based model, ensuring steady recurring revenue streams.

Confluent's solutions cater to diverse industries, enhancing real-time data processing capabilities.

Upsides

Increased adoption of Apache Flink complements Confluent's existing Apache Kafka-based solutions.

Integration with MongoDB's AI Applications Program enhances AI-driven data processing capabilities.

The OEM Program launch can drive new partnerships and expand market presence.

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