Marketplace Sales Specialist Job Central London area,City of Westminster England UK,Sales

Location: City of Westminster

Role purpose

The Marketplace Sales Specialist is a subject-matter expert responsible for driving adoption, enablement, and revenue growth through Hyperscaler Marketplaces (AWS, Azure, GCP). Operating across France, UK, and Spain, this role supports Sales, SDRs, and customers in navigating Marketplace procurement models and aligning SCC solutions with cloud partner commercial programs. The specialist will maintain deep knowledge of marketplace mechanisms (such as AWS CPPO, Azure private offers), provide co-sell and deal-support expertise, and help accelerate marketplace-sourced revenue.

They will also act as internal ambassadors for marketplace adoption, ensuring sales teams understand how to position, transact, and leverage marketplace benefits for customers.

Marketplace Revenue Growth & Commercial Development

Drive marketplace revenue by collaborating with internal Sales teams, cloud practices, and vendor partner teams.
Identify and qualify marketplace-aligned customer opportunities, supporting pipeline development and customer engagement.
Promote SCC's marketplace-enabled offers to internal and external audiences, driving awareness and adoption.

Deal Support & Co-Sell Enablement

Provide proactive and reactive co-sell support for SCC sellers and Hyperscaler partner teams, including proposal development, demos, and customer-facing materials.
Assist with end-to-end deal execution for marketplace private offers (e.g., AWS CPPO), from configuration to transaction and reconciliation.
Support complex negotiations, ensuring commercial accuracy and alignment with Marketplace frameworks.

Internal Enablement & Solution Expertise

Deliver internal training, messaging, and enablement assets that support seller competency in marketplace motions.
Act as a technical and commercial reference point for marketplace-related questions, processes, pricing structures, and funding programs.
Ensure SCC sales teams have up-to-date knowledge of marketplace developments, funding mechanisms, and incentive programs.

Market & Portfolio Insight

Stay current with marketplace ecosystem trends, vendor updates, and ISV program changes (e.g., AWS Partner Network updates).
Analyse marketplace performance data to identify gaps, opportunities, and areas for improvement.
Provide insights to Product teams to support marketplace-ready solution development and refine value propositions.

Cross-Functional Collaboration

Partner with SDRs, Demand Generation, Product teams, Marketing, and Cloud specialists to ensure alignment of messaging, target segments, and outreach campaigns.
Work with regional teams across France, UK, and Spain to adapt approaches to local customer needs and market conditions.

Customer Engagement & Advisory

Support customers in understanding marketplace procurement benefits, funding programs, and commercial incentives.
Assist in workshops, presentations, and customer education sessions to demystify marketplace purchasing and accelerate adoption.

Product Alignment (5-10% of role)

Collaborate with SCC Product Managers to:
- Identify new services and solutions suitable for listing on Hyperscaler marketplaces.
- Provide feedback from the SDR teams on customer trends and solution demand.
- Help shape sales enablement materials for new marketplace offerings.
Ensure the team is always equipped with a current and relevant solution portfolio to target in marketing and outbound prospecting.
Support launch readiness by ensuring SDR teams can develop scripts, value propositions, and target personas for each new solution listing.

Experience & Knowledge

Experience working with Hyperscaler Marketplace ecosystems, ideally including AWS Marketplace and CPPO, Azure Marketplace, or GCP Marketplace.
Experience with cloud partner networks or ISV ecosystems.
Background in cloud services, SaaS, PaaS, managed services, or professional services (2-3 years).
Understanding of complex sales cycles, channel management, or co-sell models.

Skills & Capabilities

Strong communication, presentation, and cross-functional collaboration skills.
Ability to work effectively with multilingual teams.
Strong analytical mindset with ability to interpret commercial and performance data.
Ability to…