Channel Operations Lead - Hyperscaler & Marketplace Alliances

We are seeking a Sales Operations Lead to drive and scale Zoom's AWS Alliance Go-To-Market (GTM) initiatives, with a core focus on revenue acceleration and operational excellence through the AWS Marketplace. This role combines sales operations discipline, strategic program management, and hyperscaler partnership coordination to enable seamless execution of the marketplace motions across Zoom, AWS, and internal cross-functional teams.

The ideal candidate is a data-driven operator with a passion for partnership-led growth, deep experience in cloud alliances (preferably AWS), and a proven ability to optimize sales processes, enhance CRM systems, and drive GTM alignment. This individual will play a critical role in building scalable operational frameworks that increase pipeline visibility, improve execution efficiency, and unlock joint revenue opportunities with AWS.

Sales Operations & Enablement

• Own and optimize sales systems supporting AWS GTM, including ACE, Tackle.io, and Salesforce-driving enhancements like custom field creation, data hygiene, and reporting accuracy.
• Design scalable workflows for pipeline intake, lead routing, opportunity tracking, and stage progression to support co-sell execution.
• Support field teams with seller enablement tools, including process guides, FAQs, and training materials.
• Manage quote and offer creation in coordination with Sales, Finance, and Legal, ensuring AWS-specific compliance and packaging alignment.
• Build and maintain dashboards and KPIs to provide leadership visibility into AWS co-sell performance, conversion rates, and CPPO impact.
• Lead pipeline and funnel management strategies to drive deal velocity and improve forecasting.
• Serve as the operational SME for AWS Marketplace and CPPO programs, including Tackle/SFDC configuration improvements to support co-sell workflows and data integrity.
• Drive internal communications, including win wires, program updates, and enablement materials via platforms like Workvivo and Slack.

• Lead end-to-end project management for AWS GTM initiatives, including product listings, CPPO rollouts, and co-sell program launches.
• Ensure alignment and execution across cross-functional stakeholders (RevOps, Sales, Legal, Product, Finance), tracking timelines, dependencies, and milestones.
• Maintain a unified GTM program calendar, covering AWS/Zoom events, enablement sessions, and reporting cadences.

• Act as a key liaison with AWS partner teams to ensure alignment on goals, program participation, and launch timelines.
• Enable internal stakeholders to leverage AWS competencies, co-sell programs, and incentives effectively.
• Lead operational alignment for joint business reviews and AWS field alignment.

• BA/BS (or equivalent work experience), MBA preferred; relevant military experience welcome.
• 7-10 years of experience in Sales Operations, Revenue Operations, or Alliance GTM execution, preferably in a cloud/SaaS environment.
• Direct experience with AWS Marketplace and AWS GTM programs (ACE, CPPO, etc.) is required.
• Industry knowledge of Cloud Service Provider (AWS) strategy and roadmap is required.
• Demonstrated ability to drive operational excellence across complex, matrixed organizations.
• Proven experience building and scaling sales processes and reporting frameworks that support strategic partnerships, particularly with hyperscalers.
• Deep understanding of CRM and co-sell tools; advanced experience with Salesforce and Marketplace-related systems (Tackle, ACE), including configuration, integration and optimization.
• Skilled communicator and cross-functional collaborator, capable of influencing without authority.
• Ability to work independently, prioritize effectively, and drive initiatives from concept to execution.
• Comfortable working in a fast-paced, evolving cloud ecosystem and managing multiple priorities simultaneously.