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
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