Sushma Desawale
Channel Operations & Partner Programs Lead
Pune
Summary
Results-driven Channel Operations and Partner Programs Lead with 8+ years of experience managing global Reseller, Distributor, and MSP partner ecosystems. Expertise in Impartner PRM and Salesforce CRM, including deal registration, partner onboarding, incentive management, and partner operations. Skilled in supporting APAC, EMEA, and North America teams with Pipeline Management, Forecasting, Performance Analytics, and Operational Reporting. Proven track record of driving Process Optimization, Cross-functional collaboration, Partner Experience Improvements, and Marketplace Implementation
Overview
9
9
years of professional experience
1
1
Certification
3
3
Languages
Work History
Channel Operations and Partner Program Specialist | Global PRM Admin | Business Analyst
Egnyte
11.2024 - Current
- Administered Impartner PRM end-to-end — user management, reseller code generation, access provisioning, and deal registration workflows — supporting three partner tiers (Reseller, Distributor, MSP),Marketplace,Partner Locator
- Reduced onboarding friction by configuring automated eligibility rules and approval workflows integrated with Salesforce, cutting manual steps in partner activation.
- Delivered pipeline, PDM performance, and channel health dashboards in Tableau/SFDC; provided closed-won analysis across all partner tiers to support forecasting and quota planning.
- Led Territory Management, Partner Finder/Marketplace, and lead-purge initiatives; owned SOPs, playbooks, and process documentation for cross-functional teams.
- Managed incentive claim validation and approvals in Impartner and Xtreme systems, ensuring 100% compliance, and timely Finance sign-off.
- Conducted enablement training sessions, and produced flowcharts and training videos; drove partner engagement, and campaign support initiatives.
Sales Operations Specialist
BMC Softwares
03.2021 - 11.2024
- Built and maintained pipeline progress dashboards for Partner Managers and GEO leaders across APAC, EMEA, and NA, enabling real-time quota vs. actuals visibility.
- Delivered Business Investment Fund (BIF) analysis that enabled leadership to reallocate partner spend for the next fiscal year.
- Provided weekly deal registration analysis and business planning data: top 10 active opps, campaign ROI estimates, projected booking ACV/TCV, and product line pipeline goals.
- Automated routine reporting tasks using RPA and VBA macros, reducing manual effort, and improving SLA adherence.
- Developed partner enablement content within Partner Hub using Camtasia; created SOPs and process flowcharts in Visio for cross-team alignment.
- Performed full UAT/QA cycles and post-go-live support for system enhancements; served as a liaison between business stakeholders and technical teams.
Sales Operations Analyst
EDB
07.2019 - 02.2021
- Processed and routed MQLs from campaigns; reduced junk lead volume by implementing Marketo and website validation checkpoints.
- Executed bulk data operations (accounts, contacts, leads, opps) via Data Loader; maintained Pardot SRM data integrity through weekly imports and exports.
- Enriched target accounts and sourced contacts using ZoomInfo and Cognism; ran weekly deduplication via RingLead to sustain CRM hygiene.
- Automated marketing role/persona assignments and territory assignment rules, reducing manual overhead for the SDR team.
Analyst
Eclerx Services LTD
05.2017 - 02.2019
- Managed the full lead lifecycle (routing, territory mapping, conversion), and account profiling using Hoovers and Bloomberg.
- Owned agency-mapping process single-handedly; created SOPs and a custom time-tracker tool for client process management.
- Maintained SFDC account hierarchies and Pardot data exports; executed bulk updates via Data Loader to ensure data accuracy.
Education
B. Tech (Bachelor of Technology) - Computer Science
Shivaji University
05-2016
Diploma - Information Technology
Shivaji University
2013
Skills
- Partner Program Operations (VAR, MSP, Distributor)
- SFDC Administration
- PRM Admin (Impartner)
- Partner Incentives & Claims Management
- UAT / QA Testing & Release Support
- Cross-functional Stakeholder Management
- Partner Enablement & Training
- Pipeline, Forecasting & Performance Analytics
- Process Improvement & Optimization
Certification
Salesforce Certified Admin
Awards and Appreciation
Employee of the Quarter – Prioritizing People Rapid partner issue resolution and consistent operational excellence.
Spot Award – SQL Automation Used SQL to automate processes; mentored new resources in lead mapping.
Spot Award – Partner Hub Launch Key contributor to successful partner enablement platform launch.
Spot Award – Tips & Tricks Blog Improved partner experience through knowledge-sharing initiative.
Tools
Salesforce · Impartner · Jira · Asana · Tableau · Monday.com · ZoomInfo · RingLead · Zendesk · Camtasia · Visio · Data Loader · Pardot
Timeline
Channel Operations and Partner Program Specialist | Global PRM Admin | Business Analyst
Egnyte
11.2024 - Current
Salesforce Certified Admin
03-2023
Sales Operations Specialist
BMC Softwares
03.2021 - 11.2024
Sales Operations Analyst
EDB
07.2019 - 02.2021
Analyst
Eclerx Services LTD
05.2017 - 02.2019
B. Tech (Bachelor of Technology) - Computer Science
Shivaji University
Diploma - Information Technology
Shivaji University