This role is within Chamberlain Group's Sales Operations function. The Director, Channel Operations leads the newly unified Sales Operations organization, bringing Revenue Execution and Channel Value Management (CVM) together under a single operating model, and serves as the driving force behind how the Revenue Organization operates. A successful incumbent is expected to (i) build the strategy, vision, and market positioning that guide sales across multiple distribution channels; (ii) set the program frameworks that accelerate profitable growth and translate those programs into the motions the field executes; and (iii) establish policies aligned to business strategy and P&L targets that optimize channel mix, lift profitability, and minimize gross-to-net leakage.

• Design the multi-year Sales Operations strategy and operating model, translating Revenue Organization goals into a clear roadmap of programs, plays, and capability investments. 

• Lead the integration of Revenue Execution and Channel Value Management into a single operating model; establish the shared governance, priorities, and service standards the Revenue Organization runs on. 

• Direct go-to-market execution across all channels, deploying targeted sales motions, coordinated field activity, and revenue intelligence to accelerate profitable growth. 

• Direct partner incentive program strategy that advances business objectives and differentiates Chamberlain Group competitively; govern launch plans, timelines, and cross-functional execution, and adjust program economics to meet or exceed competitive offerings. 

• Own the financial model (P&L/ROI) for programs, promotions, channel incentives, rebates, and warranties; quantify the impact on margin and profitability before commitments are made. 

• Set the Salesforce Sales Cloud and revenue intelligence roadmap: prioritize use cases, define data and measurement standards, determine how AI-generated recommendations are validated before adoption, and direct the supporting technology investments. 

• Establish the performance framework for channel and program results; direct ongoing analysis of sales, margin, and volume across key products and channels, and hold the organization accountable to corrective action plans. 

• Partner with business unit and functional leaders to identify and launch growth initiatives across the Chamberlain Group portfolio, aligning Sales, Product Marketing, and Marketing on channel-specific programs, promotions, and campaigns. 

• Advise Sales Leadership on optimal channel mix to reduce cost per transaction, lift profitability, and minimize gross-to-net leakage. 

• Comply with health and safety guidelines and rules; managers should also ensure compliance across their teams. 

• Protect Chamberlain Group’s reputation by keeping information confidential. 

• Maintain professional and technical knowledge by attending educational workshops, reading professional publications, establishing personal networks, and participating in professional societies. 

• Contribute to the team effort by accomplishing related results and participating on projects as needed. 

Supervision Exercised 

• Motivate and lead a high performance team by attracting, developing, engaging and retaining team members 

• Drive the performance management and compensation processes by communicating job expectations, monitoring and evaluating performance, providing feedback and facilitating employee development per the company’s policies 

• Maintain transparent communication by appropriately communicating organization information to team through department meetings, one-on-one meetings, appropriate email, IM and regular interpersonal communications 

• Lead and motivate individuals and teams to create a workplace culture that is consistent with the Chamberlain Group mission, vision and values. 

Education/Certifications: 

• Bachelor's Degree in Business Management, Finance, Marketing, or a related field. 

Experience: 

• 10+ years in sales operations, revenue operations, or channel/partner management; 7+ years as a people manager, including experience leading managers; experience designing and administering incentive-based partner or channel programs; experience owning channel strategy and program economics (P&L/ROI) across multiple channels; experience leading direct and indirect teams in a matrix organization. 

Knowledge, Skills, and Abilities: 

• Proven ability to design and implement channel and go-to-market strategy across multiple complex distribution channels. 

• Demonstrated ability to build, lead, and develop a team of managers and senior professionals. 

• Command of channel and program economics, including P&L and ROI modeling, incentive design, and gross-to-net management. 

• Working knowledge of Salesforce Sales Cloud or a comparable CRM platform, and of the data standards required to support revenue analytics. 

• Demonstrated ability to influence and align senior cross-functional stakeholders in a matrixed organization. 

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