Resale Operations Lead

About the Role

As our Resale Operations Lead, you will run resale operations: how resellers get authorized, transact, get reported on, get paid and get supported, across both motions and every live cloud.

Responsibilities

• Lead the resale operations team: set priorities, coach the reseller operations managers, and keep every region on the same playbooks rather than a set of local processes.
• Build the resale runbook and launch kit across AWS, Google Cloud and Microsoft, so that authorizing, onboarding and supporting a reseller works the same way wherever it can, and each new cloud comes online from the kit.
• Run hyperscaler resale operations: marketplace authorizations and private-offer processing with the cloud alliance teams, and operational escalations with AWS, Google Cloud and Microsoft, raised through the cloud alliance teams.
• Stand up direct resale operations: partner quotes in Salesforce CPQ, order forms, booking and provisioning, and commit tracking and true-ups, working with Deal Desk, Commercial Operations, Finance and Tax.
• Operate the program rules as controls that can actually run: deal registration to the published policy, eligibility checks, margin and rebate data, and the unauthorized resale process.
• Own the reseller transaction data, so that every reseller transaction traces to an end customer under the attribution rules Partner Strategy and Operations governs, partners are paid accurately and partner-sourced revenue can be measured.
• Scale through vendors and Claude: propose which resale work moves to outsourced teams or to Claude, run the vendor team's resale scope to a stated quality bar, and build automations with human checkpoints where a wrong decision carries risk.
• Run resale on a scorecard: application decision time, registration cycle time, attribution coverage, payout accuracy and launch readiness.

Requirements

• Channel, reseller, distribution or partner operations experience at a technology company, including managing a small team.
• Hands-on depth in both motions: cloud marketplace resale and direct or contract-based resale.
• A track record of building a resale or channel operations process from an early stage and running it as volume grew.
• Fluency in order-to-cash, including Salesforce CPQ or a comparable tool and the Finance, Deal Desk, Legal and Tax coordination that comes with it.
• Experience managing outsourced or vendor teams: scope, service levels, quality sampling and performance feedback.
• Sound judgment while the program is still moving.

Nice to Have

• Experience on the partner or marketplace side of a hyperscaler, or in operations at a major distributor.
• Experience running partner rebate, margin or incentive operations, or launching a resale program in EMEA or APAC.
• Familiarity with the Claude API, Claude Code or MCP.

Logistics

• Annual Salary: $215,000-$300,000 USD