ISV & Marketplace Partnerships, Lead
Leads Stuut’s hyperscaler and vertical marketplace strategy, turning listings into transacting revenue through private offers, certifications, and co-sell motions. Requires 5+ years in ISV, cloud marketplace, or technology partnerships plus hands-on experience launching marketplace transactions.
About the job
Responsibilities
- Own Stuut’s presence across Microsoft, AWS, and Google Cloud marketplaces; monetize the live Microsoft listing, launch AWS Marketplace, and establish Google Cloud Marketplace.
- Close marketplace transactions, including private offers, multiparty offers, channel offers, and renewals migrated to marketplace contracts; own channel revenue.
- Achieve Microsoft Azure IP Co-Sell Eligible status and build the associated co-sell motion.
- Convert the M12 relationship into access to Microsoft partner managers, ISV success managers, and quota-carrying field sellers.
- Build the vertical ISV ecosystem through programs and marketplaces such as ServiceNow and ServiceTitan.
- Translate marketplace requirements involving metering, entitlement, billing, provisioning, tenancy, and SSO into product feedback and business cases.
- Structure commercial mechanics including private offers, multiparty offers, revenue share, connection fees, listing economics, and co-sell incentives.
- Own channel attribution and unit economics, including marketplace acquisition cost, co-sell attach rate, and sales-cycle comparisons.
- Partner with consulting, financial-services, and private-equity channels on marketplace-based distribution.
- Represent Stuut at hyperscaler and platform partner events and develop marketplace go-to-market strategy.
Requirements
- 5+ years of experience in ISV, cloud marketplace, or technology partnerships.
- Demonstrated experience taking a product from unlisted to transacting revenue on at least one hyperscaler marketplace.
- Hands-on knowledge of Microsoft Partner Center, AWS Partner Central, and Google Cloud Partner Advantage.
- Experience with technical validation, reference architectures, and marketplace offer types.
- Understanding of hyperscaler co-sell incentive design and field-sales activation.
- Ability to discuss metering, entitlement, and billing integrations at a technical level.
- Experience structuring private, multiparty, or channel offers and evaluating their economics.
- Experience with a vertical platform marketplace such as ServiceNow, Salesforce, Shopify, ServiceTitan, or Procore, including certification and recertification.
- Ability to work independently in a fast-paced environment and build from incomplete programs.
Compensation & Benefits
- Top-of-market salary and equity package.
- Medical, dental, and vision insurance for U.S.-based full-time employees.
- 401(k) with match.
- Equity.
- Flexible PTO.
- Parental leave.
Skills
Microsoft Partner Center, Aws Partner Central, Google Cloud Partner Advantage, Microsoft Azure, Aws Marketplace, Google Cloud Marketplace, Co-Sell, Private Offers, Metering, Entitlement, Billing Integration, Servicenow, Servicetitan, SSO
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