SALES OPERATIONS OFFICER/MANAGER

Role Summary

We are seeking a Cloud Partnerships Operations Manager to lead and scale our cloud partnership operations across Microsoft, AWS and Databricks globally.

This is a strategic and highly cross-functional role responsible for building operational excellence across cloud alliances, enabling co-sell success, managing funding programs, and ensuring alignment between internal teams and cloud partners.

You will act as the central orchestrator of cloud partnership operations , working across sales, presales, marketing, and delivery teams—while also engaging directly with partner organizations to unlock growth, incentives, and go-to-market opportunities.

This position will report to the Global Head of Sales Channels and Hyperscalers partnerships, who is part of the global Sales Performance Team, reporting to the Bull Chief Commercial Officer. Location of the role : Europe - wise : France, Germany, UK, Netherlands.

Key Responsibilities

Cloud Partnership Operations & Governance

• Own the operations of cloud partnerships (Microsoft, AWS and Databricks )
• Set up, manage, and continuously improve partner programs, frameworks, and governance models
• Oversee and actively monitor partner portals and ecosystems (e.g., Microsoft Partner Center, AWS APN, ACE, AFPF; 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

Funding & Incentives Management

• Lead end-to-end management of cloud funding programs (e.g., Microsoft ECIF, Azure Accelerate, AWS MAP, POC programs, 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

Go-to-Market & Co-Sell Enablement

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)

Internal Enablement & Communication

• 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., Microsoft Advanced Specializations, AWS Premier, 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

Systems & Integration

• Ensure deal flow between partner systems and internal CRM (HubSpot)
• Establish scalable processes for tracking pipeline, incentives, and performance metrics

Required Qualifications:

• 5+ years of experience in cloud partnerships, alliances, or ecosystem roles
• Strong understanding of hyperscaler ecosystems (Microsoft Azure, AWS) and partner programs
• Direct experience with at least one of the following ecosystems: Microsoft, AWS, Databricks
• 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.

Preferred Qualifications:

• Experience working in system integrators, consulting firms, or cloud-native companies
• Familiarity with HubSpot or CRM integrations with partner ecosystems
• French or German at usable professional level
• Strategic thinking with strong operational execution
• Ownership and accountability in a fast-paced environment

Here, your ideas, your curiosity and your technical excellence directly shape the next era of advanced computing - unlocking enterprise value, accelerating scientific progress and driving positive impact for society.