Cloud Marketplace Operations Lead

Responsibilities

• Partner Center & Portal Ownership: Serve as the primary admin and accountable owner for Microsoft Partner Center and AWS Management Portal, managing user permissions and access levels.
• Operational Governance: Develop and publish internal governance policies, including SLAs for listing updates and new product launches.
• Portfolio Consistency: Ensure all marketplace listings across Azure and AWS appear as a cohesive portfolio, adhering to both One Identity brand standards and cloud provider policies.
• Lifecycle Maintenance: Manage the end-to-end lifecycle of all offers (SaaS, VM, etc.), including change logs for metadata, billing models, and contact updates.
• Technical & Sales Integration: Technical Decision Maker: Oversee backend technical integrations (e.g., SaaS Accelerators, architectural diagrams, and metering APIs) to ensure listings are fully functional and co-sell ready.
• Transaction Execution: Manage the "Opportunity-to-Cash" workflow for Private Offers (AWS CPPO/MPPO and Azure Private Offers), ensuring custom terms and pricing are accurately deployed.
• Issue Resolution: Identify and resolve technical or administrative blockers (e.g., SaaS registration errors) that could delay or disrupt marketplace transactions.
• Sales Operations Alignment: Integrate marketplace processes into existing sales operations and finance policies to ensure seamless revenue recognition and reporting.
• Field Enablement & Co-Sell Operations: Internal SME: Act as the subject matter expert on marketplace features, roadmap details, and partner incentives (e.g., MACC and EDP). Enablement Strategy: Create and deliver training content, webinars, and "office hours" for the One Identity sales field and internal channel managers.
• Channel Integration: Manage the operational requirements for Multiparty Private Offers (MPO) and CPPO, enabling our reseller ecosystem to transact via the marketplace.
• Lead Management: Monitor and manage the flow of leads, referrals, and deal registrations within the provider portals. Manage the identification and loading of leads from SFDC.
• Tackle.oi – Work with our partner to optimise their skills and services

Qualifications

• 5+ years in Sales/Channel Operations or Marketplace Management within a SaaS environment.
• Hands-on proficiency with Microsoft Partner Center and AWS Marketplace Management Portal.
• Understanding of SaaS billing models, API-based metering, and cloud architectural requirements.
• Strong experience in project management, specifically in creating governance guides and maintaining change logs.
• Advanced experience with Salesforce and familiarity with marketplace tools like Tackle.io.