Principal Channel Operations Manager – Distribution

About the Role:

Citrix is embarking on a transformative go-to-market journey. As part of a new strategic agreement, Arrow Electronics will become the sole distributor for Citrix channel partners across North America and Europe. This shift is designed to unlock new growth opportunities, increase partner flexibility, and accelerate our mid-market and SMB momentum.

We’re seeking a Principal Channel Operations Manager – Distribution to play a critical role in supporting the operational execution and ongoing alignment of this strategic partnership. As a senior operations leader within the Global Channel Operations team, you’ll partner closely with internal stakeholders and Arrow’s teams to ensure flawless delivery of programs, processes, and strategy.

Job Description/Responsibilities:

• Own all aspects of channel operations for distribution—across both internal and outsourced distributors.

• Lead the Annual Operating Plan (AOP) transition and planning processes for distribution.

• Act as a strategic advisor and subject matter expert (SME) to Distribution leadership and distributor partners.

• Manage the rhythm of the business, overseeing weekly/monthly/quarterly activities such as rebates, renewals, and business reviews.

• Drive asset forecast management, including tracking and accountability across regions.

• Identify and resolve operational issues by analyzing root causes and proposing long-term solutions.

• Champion continuous improvement, automation, and process optimization across reporting, dashboards, and KPIs.

• Provide regular performance updates and strategic insights to executive leadership.

• Collaborate with cross-functional teams to support change management and alignment with Citrix GTM strategies.

Required Experience/Skills:

• Proven experience implementing strategic goals and developing short-to-mid-term operational plans.

• Strong analytical and problem-solving skills; capable of driving insights from complex or incomplete datasets.

• Experience navigating and resolving undefined, cross-functional issues and leading root cause analysis.

• Excellent executive communication and stakeholder influence skills—internally and with external partners.

• Comfortable working in high-visibility, high-impact roles with broad business scope.

• 12 years of experience in channel operations, sales operations, or similar roles in the technology industry.

• Experience with end-to-end process design and implementation.

Optional Experience/Skills:

• Advanced Excel skills; experience with business intelligence tools preferred.

• Deep knowledge of recurring revenue models and sales behaviors that drive ARR in the technology space.

• Experience with CRM systems such as Salesforce, Oracle CX or similar platforms.

• Demonstrated ability to connect operational outcomes with KPIs and business success.

• Detail-oriented with a strong bias for action and outcome ownership.

• Background working within or closely with distributors and global channel ecosystems a strong plus.

• This position requires strong intercultural awareness to collaborate effectively with global teams.

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance. NYC generally ranges: $160,602-$240,902 CA generally ranges: $167,585-$251,377 All other locations fall under our General State range: $139,654-$209,480 Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.

About Us:

Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap - a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us at (800) 424-8749, HR directly via (954) 229-6896 or email at AskHR@cloud.com for assistance.