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Director, Channel Strategy & Operations



Blue Jeans Network



San Francisco, CA, US


At BlueJeans, we’re transforming the way people meet by creating a human connection in every experience. Together, we’re bringing video to everyone, regardless of location or device, including mobile, desktop, or room systems. We work with thousands of companies worldwide to upgrade everyday meetings, large-scale events, and social network broadcasts by replacing traditional web conferencing with face-to-face video communication. All our customers have one trait in common: they understand the benefits to bringing their employees, leaders, and partners closer together. Since 2009, we have raised $175M in funding led by Accel Partners, Battery Ventures, NEA, and Norwest Venture Partners.

The Channel Strategy & Operations Director is a crucial role that will partner with our Channel leaders and CRO to drive growth through the development and expansion of an indirect channel model that aligns with BlueJeans growth objectives


Develop a comprehensive global partner program guideline aligning with BlueJeans strategic objectives.
Develop & maintain deal registration process, channel business process design, documentation, and execution.
Partner with sales, operations, finance, and deal desk to develop and improve partner program internal rules of engagement.
Support Channel & Alliances leadership to monitor and track effectiveness of partner performance, KPI metrics.
Understand how to create quantitative and qualitative metrics (partner bookings, pipeline, time to close, volume; tandem with marketing promotions & sales initiatives) to measure partner effectiveness.
Determine critical partner profiles for future growth and develop and maintain new partner selection criteria that allow for appropriate partner signup decisions based on industry vertical, market, partner competencies, and long-term partnership potential.
Work with enablement to build a scalable onboarding framework for future channel partners
Works closely with sales management to inspect process quality and prioritize opportunities for improvement.
Serve as a partner/bridge to both sales management and C&A management in understanding process bottlenecks and inconsistencies.
Actively offer suggestions on enhancing workflow processes, business analysis, and other activities to automate systems and general approach.
Appropriately utilize creation and management of systems and tools (Partner Portal, SFDC, etc.).

5+ years experience managing Channel Ops, Sales Ops, and/or Management Consulting
Proven track record of developing and managing channel programs and models; SaaS experience preferable
Self-starter, able to quickly learn and adapt to new process and technologies in order to meet business needs and drive business value
Able to effectively deal with and manage ambiguity
Strong organizational skills
Demonstrate commitment to continuous learning
Able to take initiative and ownership of on-going data needs
Able to provide coaching & mentorship to other associates
Someone who likes to "run to the fire".

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