Partner Operations Analyst

YOUR IMPACT

We're hiring a Partner Operations Analyst for the Revenue Operations team. You'll support the Alliances team and Partner Managers, and work with Sales, Professional Services, Finance, and Marketing on partner-sourced and partner-influenced deals.

In this specialized role, you will be critical in designing, implementing, and executing business processes, workflows, and forecasting cadences that govern our partner ecosystem. You will be instrumental in monitoring compliance, driving partner performance measurement, and ensuring the operational efficiency of our channel strategy. The ideal candidate will have strong business acumen, a passion for operations and scalability, and the ability to deliver data driven improvements in a fast paced environment. A successful individual must be customer focused, business savvy, resourceful, and capable of dealing with ambiguity while operating at scale.

KEY RESPONSIBILITIES

• Partner Operations Business Partnership: Act as the dedicated operational business partner to the Alliances leadership, providing strategic oversight on all matters related to the partner business lifecycle.
• Process ownership: Build and improve partner programs and processes, including registration, deal conflicts, referrals, compliance, and partner-to-sales handoffs.
• Performance management: Run QBRs and internal reviews to track partner performance.
• Forecasting and pipeline: Lead joint pipeline reviews and forecasting, with channel analysis and recommendations.
• Data and systems: Own partner data and systems, including the Salesforce Partner Portal. Set standards and work with RevOps and Systems on changes.
• Documentation: Maintain the Alliances playbook so Partner Managers and sales teams follow the same engagement and handover steps.
• Reporting: Build dashboards and ad-hoc reports on partner health, performance, and ROI.
• Cross-functional work: Work with Sales, Finance, and Marketing on partner initiatives and system needs.
• AWS Marketplace operations: Run the process for listings, private offers, and Marketplace deals from quote to invoice, working with Sales and Finance.
• AWS co-sell: Manage co-sell referrals and opportunity sharing between Salesforce and AWS Partner Central, and keep the data clean enough to report on AWS-sourced and AWS-influenced pipeline.
• Marketplace platform: Own day-to-day use of our Marketplace platform (Suger/Fours, Labra, or similar), including its connection to Salesforce.
• Marketplace reporting: Track Marketplace bookings, private offer cycle time, and AWS-sourced pipeline for Alliances leadership.

YOUR EXPERIENCE

• Bachelor’s degree or global equivalent experience preferred.
• 3-5 years of experience in Sales Operations, Revenue Operations, or a specialised Partner/Channel Operations role.
• Experience supporting a Partner, Channel, or Alliances team as a dedicated business partner or in a related operational function.
• Significant AWS co-sell experience (referrals, opportunity sharing, AWS Partner Central).
• AWS Marketplace experience (private offers, listings, or reconciliation with Finance).
• Salesforce experience, including reporting and data standards.
• Clear communicator with excellent written, verbal, and listening skills.
• Ability to build relationships effectively across global teams and influence stakeholders without direct authority.
• Comfortable with ambiguity: you can break an unclear problem into parts, diagnose it, and explain the solution clearly.
• Good to have: SAP partner experience, such as SAP Store listings, co-sell, or PartnerEdge program work.
• Good to have: MSP, reseller, or distributor experience, such as deal registration, margin and billing models, and channel partner private offers on AWS Marketplace.
• Good to have: Salesforce Partner Portal or another PRM tool.

Tech Stack

• Salesforce (required)
• Salesforce Partner Portal (required)
• AWS Partner Central (required)
• Salesforce CPQ (good to have)
• Clari (good to have)
• Atlassian (Jira/Confluence) (good to have)
• AWS Marketplace platform: Suger/Fours, Labra, or similar (required)
• Qlik or other data visualisation tool (good to have)
• Claude / ChatGPT / Gemini (good to have)