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OpenAIOpenAISan Francisco, CA

Deal Desk Lead, Cloud Marketplaces & Partnerships - AWS Focus

Lead Deal Desk execution and governance for AWS Marketplace and partner-led enterprise transactions. Structure complex deals, build scalable QTC processes, and ensure operational and financial controls.

211k – 234k/yr
Hybrid7+ YOERevenue Operations

About the role

Responsibilities

  • Serve as the Deal Desk subject matter expert, partnering cross-functionally to structure and execute complex AWS Marketplace and partner-led enterprise transactions
  • Establish clear governance and guardrails for partner-led deals, advising on transaction structures and assessing their downstream impact on contracting, billing, and revenue recognition
  • Translate emerging commercial requirements into scalable quote-to-cash workflows and systems requirements, identifying friction points to drive process improvements and automation
  • Assess the downstream operational and financial impact of proposed deal structures across contracting, billing, revenue recognition, and auditability
  • Build repeatable execution mechanisms, including approval matrices, standard operating procedures, and playbooks to strengthen commercial motion
  • Support private offer structuring and execution on a day-to-day basis

Requirements

  • Typically 7+ years of individual contributor experience in Deal Desk, Commercial Operations, channel sales, or a related enterprise SaaS/cloud-commercial function
  • Expertise in structuring and executing complex, non-standard enterprise transactions and building scalable processes, controls, and playbooks
  • Strong command of quote-to-cash (QTC) processes, including the downstream operational and financial impact on contracting, billing, and revenue recognition
  • Demonstrated ability to assess risk, recommend clear paths forward, and influence senior cross-functional stakeholders (including Sales, Legal, and Finance) without formal authority
  • Hands-on experience with enterprise commercial systems like Salesforce, CPQ, and marketplace tooling

Nice-to-Haves

  • Deep experience supporting AWS Marketplace transactions (private offers, cloud commitments, billing, etc.) or comparable commercial motions across major cloud ecosystems (Azure, Google Cloud Platform, Snowflake, etc.)
  • Familiarity with AWS co-sell or partner-led enterprise sales motions and the respective cross-functional responsibilities (Sales, Partnerships, Legal, Finance, Deal Desk)
  • Experience with marketplace transaction dependencies, including entitlements, provisioning, metering, usage reporting, billing adjustments, reconciliation, and technical revenue/accounting support

Skills

SalesforceCPQQuote-To-CashDeal DeskAws MarketplacePrivate OffersRevenue RecognitionBilling OperationsContractingProcess Automation
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