Sales Operations Officer/Manager

Role Overview

• 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
• Support sales leaders in following activities
• 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

Requirements

• 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.

Tech Stack

• AWS
• Azure
• Cloud

Benefits

• Flexible work arrangements