[Remote] Cloud Marketplace Operations Lead

Note: The job is a remote job and is open to candidates in USA. One Identity is an award-winning security software provider offering solutions that address IT security challenges. They are seeking a Cloud Marketplace Operations Lead to manage the governance, technical execution, and operational lifecycle of their solutions within the Azure and AWS Marketplaces, ensuring compliance and optimization for customer procurement.

Responsibilities

• Governance & Portfolio Management
• 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
• Data & Performance Reporting
• Performance Tracking: Own the data and reporting necessary for weekly status updates, focusing on marketplace-originated revenue and personal productivity
• Root Cause Analysis: Document recurring blockers (technical, financial, or legal) and take proactive action to remove friction from the sales cycle
• Certification Management: Track and take action to maintain all relevant partner and offer certifications required by Microsoft and AWS

Skills

• 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

Benefits

• Life at One Identity means collaborating with dedicated professionals with a passion for technology.
• When we see something that could be improved, we get to work inventing the solution.
• Our people demonstrate our winning culture through positive and meaningful relationships.
• We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
• Our team members’ health and wellness is our priority as well as rewarding them for their hard work.

Company Overview

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