Role Summary
We are seeking a Cloud Partnerships Operations Manager to lead and scale our cloud partnership operations across AWS, Microsoft, and Databricks globally. This is a strategic and highly cross-functional role responsible for building operational excellence across cloud alliances, enabling co-sell success, managing funding programs, and ensuring alignment between internal teams and cloud partners.
Key Responsibilities
- Own the operations of cloud partnerships (AWS, Microsoft, Databricks).
- Set up, manage, and continuously improve partner programs, frameworks, and governance models.
- Oversee and actively monitor partner portals and ecosystems (e.g., AWS APN, ACE, AFPF; Microsoft Partner Center; Databricks Partner Portal).
- Manage partner benefits programs, pricing addendums, and compliance requirements.
- Ensure all relevant Bull group entities are properly registered and maintained across partner systems.
- Lead end-to-end management of cloud funding programs (e.g., AWS MAP, POC programs, Microsoft ECIF, Azure Accelerate, Databricks DCIF).
- Identify and communicate new incentive opportunities (including marketplace and MDF programs).
- Drive funding submissions, tracking, and reporting.
- Act as the internal and external point of contact for all incentive-related topics.
- Coordinate co-sell motions and pipeline with cloud partners.
- Ensure timely opportunity registration in partner systems to enable collaboration with partner sellers.
- Coordinate alignment between sales, presales, and marketing teams and cloud partner priorities.
- Support cloud marketplace strategy (solution listings, updates, optimization, and incentives).
- Develop and maintain frameworks, templates, and playbooks for working with cloud partners.
- Lead internal training sessions and sales enablement on partnership processes, funding opportunities, and deal registration.
- Act as an advisor on partnership-related topics, including available funding / incentives, co-sell strategy, etc.
- Monitor and drive progress toward advanced partnership tiers (e.g., AWS Premier, Microsoft Advanced Specializations, Databricks Partner Specializations).
- Actively identify and de-risk gaps in certifications, references, and cloud consumption.
- Collaborate with partners on joint GTM initiatives, including webinars, campaigns, and marketplace strategies.
- Support marketing collaboration, including MDF utilization and co-marketing activities.
- Ensure deal flow between partner systems and internal CRM (HubSpot).
- Establish scalable processes for tracking pipeline, incentives, and performance metrics.
Required Qualifications
- 5+ years of experience in cloud partnerships, alliances, or ecosystem roles.
- Strong understanding of hyperscaler ecosystems (AWS, Microsoft Azure) and partner programs.
- Direct experience with at least one of the following ecosystems: Databricks, Microsoft, AWS.
- Proven experience in program or operations management in a multi-country, cross-functional environment.
- Experience managing partner portals, funding programs, and co-sell processes.
- Strong stakeholder management skills across sales, marketing, and technical teams.
- Solid understanding of cloud business models, including consumption-based revenue, and marketplace dynamics.
- Excellent organizational and execution skills with high attention to detail.
- Excellent command of English.
Preferred Qualifications
- Experience working in system integrators, consulting firms, or cloud-native companies.
- Familiarity with HubSpot or CRM integrations with partner ecosystems.
- French or German at usable professional level.
Key Competencies
- Strategic thinking with strong operational execution.
- Ownership and accountability in a fast-paced environment.
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