[Hiring] Cloud Marketplace Operations Lead @Quest

Role Description

One Identity is seeking a Cloud Marketplace Operations Lead to own the governance, technical execution, and operational lifecycle of our solutions within the Azure and AWS Marketplaces . This role is the operational backbone of our SaaS-first strategy, ensuring that our evolving portfolio is transactable, compliant with cloud provider requirements, and optimized for customer procurement via cloud-committed spend.

You will work directly with the Global Channel Strategy Director and the Marketplace Alliance Owner to bridge the gap between high-level partnership strategy and day-to-end transactional success.

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.
• 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.

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.

Company Description

One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers.

When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment.