Note: The job is a remote job and is open to candidates in USA. One Identity is an award-winning security software provider offering a broad selection of solutions to solve challenging IT security problems. They are seeking a Cloud Marketplace Operations Lead to manage the governance, technical execution, and operational lifecycle of their solutions within Azure and AWS Marketplaces, ensuring compliance and optimization for customer procurement.
Responsibilities
- Serve as the primary admin and accountable owner for Microsoft Partner Center and AWS Management Portal, managing user permissions and access levels
- Develop and publish internal governance policies, including SLAs for listing updates and new product launches
- Ensure all marketplace listings across Azure and AWS appear as a cohesive portfolio, adhering to both One Identity brand standards and cloud provider policies
- Manage the end-to-end lifecycle of all offers (SaaS, VM, etc.), including change logs for metadata, billing models, and contact updates
- Oversee backend technical integrations (e.g., SaaS Accelerators, architectural diagrams, and metering APIs) to ensure listings are fully functional and co-sell ready
- Manage the 'Opportunity-to-Cash' workflow for Private Offers (AWS CPPO/MPPO and Azure Private Offers), ensuring custom terms and pricing are accurately deployed
- Identify and resolve technical or administrative blockers (e.g., SaaS registration errors) that could delay or disrupt marketplace transactions
- Integrate marketplace processes into existing sales operations and finance policies to ensure seamless revenue recognition and reporting
- Act as the subject matter expert on marketplace features, roadmap details, and partner incentives (e.g., MACC and EDP)
- Create and deliver training content, webinars, and 'office hours' for the One Identity sales field and internal channel managers
- Manage the operational requirements for Multiparty Private Offers (MPO) and CPPO, enabling our reseller ecosystem to transact via the marketplace
- Monitor and manage the flow of leads, referrals, and deal registrations within the provider portals. Manage the identification and loading of leads from SFDC
- Work with our partner to optimise their skills and services
- Own the data and reporting necessary for weekly status updates, focusing on marketplace-originated revenue and personal productivity
- Document recurring blockers (technical, financial, or legal) and take proactive action to remove friction from the sales cycle
- 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
- Our team members9 health and wellness is our priority as well as rewarding them for their hard work.
- We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
- Life at One Identity means collaborating with dedicated professionals with a passion for technology.
- Our people demonstrate our winning culture through positive and meaningful relationships.
Company Overview
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