Cloud Marketplace Operations Lead

Overview

One Identity is an award‑winning security software provider offering a broad selection of solutions that solve some of the most common and challenging IT security problems. Part of the One Identity Software group, One Identity solutions eliminate the complexities and time‑consuming processes often required to govern identities, manage privileged accounts, and control access. Our solutions enhance business agility while addressing IAM challenges within on‑premises, cloud, and hybrid environments.

The combined entity delivers a complete portfolio of market‑leading Identity Access Management, Privileged Access Management, and Identity Governance solutions. Now, customers can achieve identity‑centric security with trusted, proven technology in each major category.

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‑day transactional success.

• 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 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.

• 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

• 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.

• 5+ years in Sales/Channel Operations or Marketplace Management within a SaaS environment.
• Hands‑on proficiency with Microsof…