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
With flexible deployment options – from self-managed to fully managed – our solutions integrate seamlessly into your environment to strengthen your identity perimeter, protect against breaches and ensure governance and compliance. It was founded in 2003, and is headquartered in Utah, Tennessee, USA, with a workforce of 501-1000 employees. Its website is http://vintela.com/.Company H1B Sponsorship
One Identity has a track record of offering H1B sponsorships, with 1 in 2025, 2 in 2024, 1 in 2023, 1 in 2022, 1 in 2021, 2 in 2020. Please note that this does not guarantee sponsorship for this specific role.