Hyperscaler Operations Manager

Responsibilities

Marketplace Operational Strategy & Execution

• Establish, oversee, and continuously improve end-to-end marketplace operational processes, including private offer management, CPPO/MCPO structures, and third-party integrations.
• Serve as the internal expert on the private offer process across AWS and GCP, partnering with Deal Desk to define, document, and iterate on workflows.
• Own operational execution of hyperscaler funding initiatives, including AWS Strategic Collaboration Agreement (SCA), Marketplace Private Offer Partner Program (MPOPP), and GCP Marketplace Commit to Consume Program (MCCP), including milestone tracking, deal registration, claim workflows, and commit management.
• Resolve complex private offer, co-sell, and billing issues spanning multiple systems or stakeholders.

Technology Ownership & Administration

• Own the hyperscaler technology ecosystem, including Salesforce CRM partner objects, Tackle.io, and hyperscaler-specific PRM configurations.
• Administer hyperscaler platforms and maintain system health and data integrity across tools and integrations.
• Co-manage vendor relationships, including roadmap engagement, renewals, and SLA accountability.
• Identify and build AI agents to automate offer status tracking, reporting, and co-sell registration.
• Partner with RevTech and Systems to maintain integrations across hyperscaler platforms, CRM, and downstream financial systems.

Funding Initiatives & Operational Management

• Drive operational strategy for AWS and GCP funding initiatives, translating partnership objectives into co-sell and marketplace revenue plays.
• Support hyperscaler partners and internal sales teams on funding operations, co-sell execution, utilization, and escalations.
• Align hyperscaler funding with pipeline priorities and revenue goals.
• Monitor marketplace revenue, co-sell pipeline, and funding utilization; coordinate with Finance, AR, and Legal on billing and commitments.

Process Design, Governance & Enablement

• Design, document, and govern marketplace, co-sell, and funding processes, maintaining the hyperscaler process map as the authoritative reference.
• Evaluate processes for AI automation and deploy agents that improve consistency, reduce cycle time, and scale capacity.
• Drive gap remediation with RSO, IT, Finance, and Legal teams.
• Create runbooks, process documentation, and training materials.
• Support configuration, testing, and maintenance of hyperscaler-facing and internal tools; document workflows and lead end-user training.
• Lead prioritization for hyperscaler system implementations, migrations, and platform enhancements with IT/Enterprise Applications.
• Surface process improvements and create GitLab Issues to advance enhancement initiatives.

Requirements

• 6+ years of experience in cloud marketplace operations with direct ownership of hyperscaler workflows.
• Hands-on experience with Tackle.io or equivalent cloud marketplace management platforms, including AWS and GCP Marketplaces.
• Working knowledge of Salesforce CRM, including partner objects, opportunity management, and basic administration.
• Deep familiarity with AWS and GCP marketplace mechanics, including private offers, CPPO/MCPO structures, co-sell registration, billing, and disbursement workflows.
• Direct experience managing SCA, MPOPP, and MCCP funding initiatives, including strategy, execution, and compliance.
• Familiarity with AWS ACE and GCP Partner Advantage co-sell operations.
• Experience designing and documenting complex operational processes for distributed teams.
• Experience using AI tools and building agents to automate operational workflows.
• Experience resolving ambiguous issues across systems, teams, and partner relationships.
• Strong cross-functional collaboration with Deal Desk, IT, Finance, Legal, and Sales.
• B2B SaaS channel or hyperscaler funding experience.
• Ability to work autonomously in a fast-moving, remote-first environment.

Compensation & Benefits

• Annual salary range: $104,800–$176,400.
• Flexible paid time off.
• Team Member Resource Groups.
• Equity compensation and Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental leave.
• Home office support.