• Director of Channel Operations

    Job Location US-CA-Milpitas
    Sales Operations
    Regular Full-Time
  • Job Summary

    Aerohive is looking for a Channel Operations Director to support our growing multi-tier channel landscape. This individual will be responsible for managing, streamlining and operationalizing our internal processes as we continue execute on our channel and distribution strategies. This position leads a small channel operations team and has a larger sphere of influence across the broader sales and operational groups at Aerohive. Critical to success in this position is the ability to understand key initiatives and work with stakeholders to create and manage channel processes that scale with growth. The ideal candidate for this role has a deep understanding of channel distribution operating models and processes. This person likes to solve problems, is self-motivated, and enjoys collaboration with peers and leadership.


    What you will do.. 

    • Leading and managing channel operations team
    • Own strategy and management of channel operations as it relates to a multi- tier channel model
    • Own and manage channel operations tools and process to support the corporate strategy and direction
    • Represent channel team as the lead for the partner community portal and portal refresh efforts
    • Channel program management and auditing for all partner types
    • Channel operations interface to other departments, sales, services, product marketing and distribution partners
    • Manage POS reporting, collection, management and communications of issues
    • Leads any required arbitration or reconciliation of the process or outcomes
    • Manage Aerohive’s Partner Portal as a business lead (SFDC Partner Community experience required)
    • Own and manage all on/off boarding process for partners and distributors
    • Work with Finance teams on forecasting rebates, incentives, NSP’s, and any post-sale rebates and true-ups.
    • Managing stock rotation requests and ensuing requirements are met.
    • Identify areas for improvement with current EDI strategy.
    • Work with Order Management on potential alternate routes to maximize ordering efficiency.
    • Work closely with Director of Distribution on inventory reporting to ensure required inventory is on-hand
    • VAR / MSP / SP / VAD contract management
    • Price list & SKU management, ensuring correct format requirements are met
    • Liaise with Sales Ops to make sure quoting tools are accurate.
    • Interface with services team on services renewals and optimization


    Who you are...

    • 10+ years’ experience in channel operations and/or distribution operations
    • Proven track record of relationships with key channel/sales leaders to drive execution of product line strategy
    • Excellent interpersonal and facilitation skills
    • SFDC Partner Portal experience required
    • Deep understanding of back end operations, specifically as they relate to working with distributors
    • Knowledge of industry standard tools such as SFDC, NetSuite, Microsoft tools
    • Strong executive presence and financial acumen
    • BA/BS
    • 25% travel required

    About the Company

    Aerohive (NYSE: HIVE), a Cloud Networking leader, enables our customers to simply and confidently connect to the information, applications, and insights they need to thrive. Our simple, scalable, and secure platform delivers mobility without limitations. For our customers worldwide, every access point is a starting point. Aerohive was founded in 2006 and is headquartered in Milpitas, CA. For more information, please visit www.aerohive.com, call us at 408-510-6100, follow us on Twitter @Aerohive, subscribe to our bloghttp://boundless.aerohive.com/, or become a fan on our Facebook page.


    Aerohive Networks is proud to be an Equal Opportunity Employer.



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