About this role
Summary:
Intelisys is seeking an experienced Cloud Marketplace Sales Overlay Specialist to accelerate the adoption and growth of AWS Marketplace, Microsoft Marketplace, and Google Cloud Marketplace offerings across our Trusted Advisor partner community.
This role will serve as a strategic sales resource responsible for identifying new revenue opportunities, uncovering white space within existing partner accounts, and enabling Trusted Advisors to successfully position, sell, and transact software and cloud solutions through hyperscaler marketplaces.
The ideal candidate combines strong knowledge of cloud marketplace transaction models with proven experience in channel sales, partner enablement, enterprise software, and complex deal execution.
Essential Job Duties:
Marketplace Sales Growth & White-Space Development
- Identify and develop marketplace revenue opportunities within the existing Trusted Advisor community.
- Analyze partner portfolios, customer relationships, technology investments, and solution adoption to uncover white-space opportunities.
- Develop account-mapping strategies to identify customers with AWS, Microsoft Azure, and Google Cloud purchasing commitments.
- Drive migration of software procurement, renewals, and net-new opportunities into eligible cloud marketplace transactions.
- Partner with Channel Managers and sales leadership to build targeted account plans and measurable pipeline growth.
- Expand marketplace adoption by recruiting and activating Trusted Advisors not currently participating in marketplace transactions.
- Identify cross-sell opportunities across cybersecurity, AI, cloud infrastructure, data analytics, and SaaS solutions.
Marketplace Transaction Expertise
- Serve as the marketplace subject matter expert across AWS Marketplace, Microsoft Marketplace, and Google Cloud Marketplace purchasing and resale models.
- Guide partners through the complete transaction lifecycle, including qualification, private offers, pricing, approvals, customer acceptance, and deal closure.
- Maintain expertise in CPPO, MPO, CSP private offers, Google Cloud private offers, and hyperscaler committed-spend programs (AWS EDP/PPA, Microsoft MACC, and Google Cloud commitments).
- Coordinate with ISVs, hyperscaler teams, finance, operations, and legal stakeholders to resolve transaction barriers and accelerate deal execution.
- Understand reseller economics, margins, billing models, renewals, and transaction attribution.
- Develop and scale repeatable marketplace sales and operational processes.
Trusted Advisor Enablement & Sales Execution
- Support Channel Managers and Trusted Advisors through joint customer discovery, opportunity identification, and deal strategy.
- Develop sales playbooks, qualification frameworks, competitive positioning, and marketplace opportunity assessments.
- Educate partners on marketplace procurement strategies and customer business value.
- Deliver training sessions, webinars, partner reviews, and enablement programs to increase marketplace adoption.
- Build relationships with strategic ISVs, hyperscaler channel teams, and key partners to generate qualified pipeline and accelerate sales execution.
Go-to-Market Development
- Collaborate with Sales, Marketing, Supplier Management, and Marketplace Operations to expand marketplace offerings and drive adoption.
- Identify high-potential software vendors, solution categories, and emerging cloud procurement trends aligned to customer demand.
- Develop targeted campaigns and growth initiatives for partners with enterprise relationships and untapped marketplace potential.
- Provide market intelligence on competitive offerings, procurement trends, and new revenue opportunities.
- Establish consistent reporting and performance measurement for marketplace opportunities, transactions, and revenue growth.
Reporting Relationships:
- Senior Vice President of Sales – Sr Director of Sales Channel Exchange
Requirements:
- 5+ years of experience in cloud sales, SaaS, enterprise software, channel sales, technology distribution, or related technology go-to-market roles.
- 2+ years of experience supporting cloud marketplace transactions, hyperscaler partner programs, co-sell motions, or marketplace procurement.
- Working knowledge of AWS Marketplace, Microsoft Marketplace, and Google Cloud Marketplace, including private offers, channel resale models, and marketplace procurement processes.
- Strong understanding of partner economics, cloud consumption commitments, and their impact on enterprise software purchasing decisions.
- Proven success identifying white-space opportunities, developing pipeline, managing opportunities, and driving revenue growth within existing customer or partner accounts.
- Experience working with channel partners, VARs, MSPs, systems integrators, ISVs, technology advisors, or similar partner ecosystems.
- Ability to manage complex sales opportunities involving multiple stakeholders and translate marketplace processes into clear, actionable guidance for partners and customers.
Preferred
- Hands-on experience executing AWS CPPO, Microsoft MPO, CSP private offers, or Google Cloud Marketplace private offer transactions.
- Established relationships with AWS, Microsoft, Google Cloud, or leading enterprise software vendors (ISVs).
- Experience within a technology distributor, TSD, cloud aggregator, marketplace, or two-tier channel environment.
- Familiarity with AWS co-sell, Microsoft CSP, Microsoft marketplace, and Google Cloud partner sales motions.
- Experience launching, building, or scaling marketplace sales programs and emerging channel revenue streams.
- Understanding of enterprise software licensing, cloud infrastructure, cybersecurity, AI, SaaS, and related procurement models.
- AWS, Microsoft, or Google Cloud sales, partner, or marketplace certifications.
Physical Requirements:
- Ability to sit or stand at a computer terminal for long periods of time.
- Ability to travel up to 25% of the time
- Ability to lift up to 25 pounds.
ScanSource, Inc. is an Equal Opportunity Employer
EOE/M/F