Note: The job is a remote job and is open to candidates in USA. Intermedia Intelligent Communications is hiring a Field Channel Operations & Coverage Manager to strengthen partner sales execution. The role combines Salesforce governance, Power BI analytics, sales-process adherence, and temporary inside sales coverage for Partner Sales Executives, including maintaining deal momentum and supporting partner and customer engagements.
Responsibilities
- Serve as a subject-matter expert for Salesforce opportunity management, sales workflows, forecasting, and reporting
- Monitor and improve Salesforce data accuracy, completeness, consistency, and timeliness
- Ensure opportunities include accurate stages, close dates, revenue values, forecast categories, decision criteria, next steps, and customer contacts
- Develop dashboards, reports, alerts, and views that improve seller productivity and leadership visibility
- Identify gaps in Salesforce adoption and provide coaching, documentation, and corrective recommendations
- Partner with Sales Operations and Salesforce administrators to recommend system enhancements, workflow improvements, and automation
- Support user testing and field adoption of Salesforce enhancements and new functionality
- Develop, maintain, and interpret Power BI dashboards covering pipeline, bookings, revenue, churn, win rates, forecast accuracy, sales activity, and partner performance
- Translate sales data into concise, actionable recommendations for PSEs, sales leaders, and executive stakeholders
- Analyze performance by partner, territory, representative, product, customer segment, vertical, and opportunity size
- Identify performance trends, pipeline risks, conversion gaps, and growth opportunities
- Reconcile Salesforce and Power BI reporting to ensure consistent data and metric definitions
- Produce executive reports, partner scorecards, business-review materials, and sales-performance summaries
- Measure the effectiveness of sales programs, promotions, enablement activities, and partner initiatives
- Support pipeline reviews, forecast inspections, opportunity reviews, and performance discussions
- Reinforce adherence to established sales stages, qualification requirements, pricing policies, approval processes, and forecasting methodologies
- Identify opportunities that lack required information, validated next steps, appropriate customer engagement, or sufficient sales activity
- Develop and maintain sales-process documentation, operating procedures, and reporting standards
- Support territory planning, partner segmentation, account prioritization, and sales-capacity analysis
- Identify training and enablement needs based on Salesforce adoption, Power BI analytics, sales performance, and observed process gaps
- Provide sales leadership with fact-based recommendations to improve pipeline quality, forecast accuracy, conversion, and accountability
- Provide inside sales coverage for PSEs who are on PTO, traveling, attending company events, or otherwise temporarily unavailable
- Review coverage plans with PSEs before scheduled absences, including active opportunities, partner priorities, customer commitments, and required follow-up
- Monitor assigned PSE email, Salesforce tasks, opportunity activity, and documented next steps as permitted during the coverage period
- Respond promptly to partner and customer questions, requests, and time-sensitive sales needs
- Maintain deal momentum by coordinating meetings, demonstrations, pricing requests, internal approvals, and follow-up activities
- Advance active opportunities based on the documented sales strategy without changing account ownership or established partner direction
- Escalate urgent commercial, technical, operational, or customer-experience issues to the appropriate leader or internal resource
- Document all partner and customer interactions, decisions, commitments, and next steps in Salesforce
- Provide the returning PSE with a concise coverage summary, including completed actions, outstanding items, risks, and recommended next steps
- Ensure a seamless transition back to the assigned PSE following the coverage period
- Participate virtually in partner and customer discovery meetings, solution presentations, demonstrations, business reviews, and deal-strategy sessions
- Support partners and PSEs in developing business cases, value propositions, competitive positioning, and close strategies
- Help validate customer business drivers, decision criteria, technical requirements, competitive threats, and compelling events
- Coordinate internal resources—including Solutions Engineering, Product, Marketing, Finance, Legal, and Operations—to support opportunity requirements
- Assist with pricing requests, proposal development, product questions, sales documentation, and internal approval processes
- Help partners identify whitespace and cross-sell opportunities within existing customer accounts
- Provide guidance on opportunity qualification, deal structure, competitive differentiation, and next-step planning
- Represent partner and customer feedback internally and translate field needs into actionable recommendations
- Support strategic opportunities from qualification through close while maintaining alignment with the assigned PSE
- This is an inside role, with partner and customer engagement conducted primarily by phone, email, video conference, and internal collaboration tools
- The assigned PSE remains the primary relationship owner and retains responsibility for account strategy, territory management, and long-term partner development
- Coverage assignments are temporary and based on PTO schedules, travel, meetings, events, workload requirements, and business priorities
- The role is expected to operate from established Salesforce records, opportunity plans, and documented PSE instructions
- Material changes to pricing strategy, account direction, partner commitments, or opportunity positioning require alignment with the assigned PSE or sales leadership
- Limited travel may be required for internal meetings, training, or select business events, but routine field travel is not a core requirement
Skills
- Bachelor's degree in Business, Finance, Analytics, Sales, Marketing, or a related discipline, or equivalent professional experience
- Five or more years of experience in sales operations, inside sales, revenue operations, sales analytics, channel sales, or account support
- Knowledge of Intermedia sales processes and Partner ecosystem
- Strong working knowledge of Salesforce, including opportunity management, dashboards, reporting, forecasting, and data-quality governance
- Demonstrated experience creating, maintaining, or interpreting Power BI reports and dashboards
- Experience supporting customers, channel partners, or sales representatives in a remote or inside-sales environment
- Strong understanding of pipeline management, forecasting, opportunity qualification, and sales-process governance
- Ability to quickly understand active opportunities and provide effective temporary coverage across multiple PSE territories
- Advanced Microsoft Excel and PowerPoint skills
- Strong written, verbal, presentation, and virtual-meeting capabilities
- Ability to manage multiple priorities and respond effectively to time-sensitive partner and customer needs
- Ability to influence behavior and reinforce accountability without direct reporting authority
- Experience in technology, telecommunications, SaaS, cloud communications, managed services, or a channel-led sales organization
- Experience supporting reseller, MSP, or indirect-sales business models
- Familiarity with recurring-revenue metrics, including MRR, ARR, retention, churn, and customer lifetime value
- Experience supporting complex, multi-stakeholder sales opportunities
- Knowledge of consultative selling, value-based selling, and formal opportunity-qualification methodologies
Benefits
- Fully remote workplace arrangement
Company Overview
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