Director of Client Operations – Cloud

Role Overview

• Oversee the day-to-day activities and operations of a Cloud-focused team across U.S. and India-based teams
• Lead teams through high-volume, time-sensitive periods including month-end, quarter-end, and year-end close
• Recruit, onboard, develop, and retain top Cloud operations talent as the business scales
• Establish and monitor KPIs to assess team performance, transaction quality, cycle times, and compliance
• Coach team members to deepen their understanding of Cloud business models, partner programs, and their impact on financial outcomes
• Foster a high-performance, collaborative, and accountable team culture across geographies
• Serve as the operational subject-matter expert for Cloud partner programs, including program requirements, deal registrations, funding mechanisms, incentives, and compliance obligations
• Define and operationalize Cloud booking strategies that align with partner program requirements, company policies, and financial objectives
• Design, implement, and scale Cloud-specific operational processes, procedures, and reporting
• Ensure accurate interpretation and execution of Cloud partner agreements, program rules, and financial structures
• Partner with Finance to ensure Cloud transactions align with accounting principles, revenue recognition rules, and margin expectations
• Own Cloud billing and subscription-based operational models, including consumption-based, term-based, and hybrid billing structures
• Establish governance and controls around subscription lifecycle management, including provisioning, renewals, expansions, amendments, cancellations, and terminations
• Ensure accurate booking paths for Cloud transactions, including marketplace and direct partner motions, while minimizing revenue leakage and cash exposure
• Lead investigation and resolution of complex Cloud billing discrepancies, usage variances, pricing issues, and partner funding impacts
• Design scalable processes and reporting to support recurring revenue models, subscription forecasting, and deferred revenue management
• Act as a strategic partner to Sales and Sales Leadership to enable efficient Cloud deal execution while protecting the business
• Manage and resolve escalations related to Cloud opportunity management, quoting, booking, invoicing discrepancies, funding, and post-sale issues
• Support post-sale program management, including investigation and resolution of invoice discrepancies, funding shortfalls, and partner issues
• Maintain regular cadence with Sales Leadership regarding pipeline health, deal structure considerations, and Cloud-specific risks
• Review Cloud sales programs and non-standard transactions to identify and mitigate financial, compliance, and revenue recognition risks
• Partner with Sales, Finance, Cloud partners, and customers to resolve issues impacting order accuracy, revenue recognition, and cash flow
• Present metric-driven reporting and insights to leadership to support decision-making and continuous improvement
• Ensure Cloud operational practices support scalability, audit readiness, and financial integrity

Requirements

• 5+ years of Operations or Sales Support in the Technology industry
• 5+ years of direct people management
• 3+ years of exposure to Cloud product sales or operations (i.e: Amazon, Google, or Microsoft)
• Bachelor’s degree, Advanced degree in Business, Economics, Finance or Operations or Professional Certification such as Project Management Professional (PMP) or Lean Six Sigma.
• Strong people leadership skills, including coaching, performance management, and talent development
• Executive presence with the ability to influence cross-functional stakeholders
• Deep operational and financial acumen with strong understanding of revenue recognition and accounting principles
• Strong analytical, reporting, and problem-solving skills
• Ability to operate effectively in a fast-paced, high-transaction sales environment
• Experience transacting business with international vendors and teams
• Salesforce experience required; Office 365 proficiency
• Strong organizational, communication, and presentation skills
• Continuous improvement mindset with the ability to scale processes as the business grows.

Tech Stack

• Cloud
• PMP

Benefits

• Medical, Dental, and Vision Insurance
• 401(k)
• Paid company holidays
• Paid time off
• Paid parental and caregiver leave
• Plus more! See benefits https://www.aheadbenefits.com/ for additional details.