Partner Operations Analyst

Overview

Partner Operations Analyst on the Revenue Operations team, supporting the Alliances team and Partner Managers. The role designs, implements and runs the business processes, workflows and forecasting cadences that govern the partner ecosystem, and works with Sales, Professional Services, Finance and Marketing on partner-sourced and partner-influenced deals.

What you'll do

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

What you'll need

• 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.
• Tech stack: Salesforce, Salesforce Partner Portal, AWS Partner Central, and AWS Marketplace platform (Suger/Fours, Labra, or similar).

Nice to have

• Bachelor's degree or global equivalent experience.
• SAP partner experience, such as SAP Store listings, co-sell, or PartnerEdge program work.
• MSP, reseller, or distributor experience, such as deal registration, margin and billing models, and channel partner private offers on AWS Marketplace.
• Salesforce Partner Portal or another PRM tool.
• Salesforce CPQ, Clari, and Atlassian (Jira/Confluence).
• Qlik or other data visualisation tool.
• Claude / ChatGPT / Gemini.

Details

• Location: Hyderabad, Telangana, India.