Hyperscaler Operations Manager

This is a fully remote position, open to applicants in Canada.

📋 Description

• Establish, manage, and enhance comprehensive marketplace operational processes, including private offer management, CPPO/MCPO frameworks, and third-party integrations.

• Act as the internal authority on the private offer process from start to finish, collaborating closely with Deal Desk to define, document, and refine workflows across AWS and GCP.

• Oversee the operational execution of hyperscaler funding initiatives such as the AWS Strategic Collaboration Agreement (SCA), Marketplace Private Offer Partner Program (MPOPP), and GCP Marketplace Commit to Consume Program (MCCP), which includes milestone tracking, deal registration, claim workflows, and commit management.

• Act as the escalation point for marketplace and funding operations, addressing complex private offer, co-sell, and billing issues that involve multiple systems or stakeholders.

• Serve as the main relationship manager for the hyperscaler technology ecosystem, which includes Salesforce CRM partner objects, Tackle.io, and hyperscaler-specific PRM configurations.

• Manage hyperscaler platforms, ensuring system health and data integrity across all hyperscaler-specific tools and integrations.

• Co-manage vendor relationships, including Tackle.io and other marketplace tooling providers, overseeing roadmap engagement, renewal coordination, and SLA accountability.

• Identify and develop AI agents to automate repetitive hyperscaler workflows, such as offer status tracking, reporting, and co-sell registration, thereby reducing manual efforts and enhancing operational throughput.

• Collaborate with RevTech and Systems to maintain integration health across hyperscaler platforms, CRM, and downstream financial systems, including funding success tracking and reporting.

• Drive the operational strategy for hyperscaler funding initiatives across AWS and GCP, translating partnership objectives into co-sell and marketplace revenue strategies.

• Serve as the primary point of contact for hyperscaler partners and internal sales teams regarding funding operations, co-sell execution, utilization, and cross-functional escalations.

• Identify opportunities to align hyperscaler funding with pipeline priorities and revenue objectives.

• Monitor funding performance across marketplace revenue, co-sell pipeline, and utilization; coordinate with Finance, AR, and Legal on billing and commitments.

• Design, document, and govern comprehensive hyperscaler operational processes, including marketplace, co-sell, and funding initiatives, maintaining an authoritative reference for the hyperscaler process map.

• Continuously assess hyperscaler processes for AI automation opportunities, developing and deploying agents that enhance consistency, reduce cycle time, and scale operational capacity.

• Facilitate gap remediation through cross-functional collaboration with RSO peers and adjacent teams in IT, Finance, and Legal.

• Build and sustain operational runbooks, process documentation, and training materials to ensure consistent execution across all cross-functional partners.

• Support the configuration, testing, and maintenance of hyperscaler-facing and internal tools; document workflows and lead end-user training for field and operational teams.

• Lead the prioritization of hyperscaler system implementations, migrations, and platform enhancements in collaboration with IT/Enterprise Applications.

• Proactively identify process improvement opportunities and create GitLab Issues to facilitate the enhancement kickoff process.

⛳️ Requirements

• Minimum of 6 years of experience in cloud marketplace operations with direct responsibility for hyperscaler-related workflows.

• Practical experience with Tackle.io or similar cloud marketplace management platforms (AWS and GCP Marketplaces).

• Proficient in Salesforce CRM, including partner objects, opportunity management, and basic administration.

• In-depth understanding of AWS and GCP marketplace dynamics, including private offer creation, CPPO/MCPO structures, co-sell registration, and billing and disbursement workflows.

• Direct experience managing hyperscaler funding initiatives such as SCA, MPOPP, and MCCP, encompassing strategy, operational execution, and compliance requirements.

• Familiarity with hyperscaler co-sell operations, including AWS ACE and GCP Partner Advantage structures and their operational requirements.

• Proven ability to design and document complex operational processes that enable consistent execution across distributed teams.

• Hands-on experience with AI tools and the development of agents to automate operational workflows; comfortable evaluating processes for automation potential and translating them into functional solutions.

• Experience acting as an operational escalation point, addressing ambiguous issues that span systems, teams, and partner relationships.

• Strong cross-functional instincts; adept at aligning Deal Desk, IT, Finance, Legal, and Sales stakeholders around operational changes.

• Experience with B2B SaaS channel or hyperscaler funding initiatives is essential.

• Comfortable working in a fast-paced, remote-first environment with a high degree of autonomy and a proactive approach to action.

🏝️ Benefits

• Comprehensive benefits to support your health, finances, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.