Channel Operations Lead - Hyperscaler & Marketplace Alliances

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Cloud Computing, Software, BiotechnologyIndustries

Requirements

Candidates should have a BA/BS degree or equivalent work experience, with an MBA preferred, and 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 like ACE and CPPO is required, along with industry knowledge of Cloud Service Provider strategy and roadmap. Demonstrated ability to drive operational excellence in complex organizations, build and scale sales processes and reporting frameworks for strategic partnerships, and possess deep understanding of CRM and co-sell tools, particularly Salesforce and Marketplace-related systems like Tackle and ACE, is essential. Strong communication and collaboration skills, ability to work independently, prioritize effectively, and thrive in a fast-paced cloud ecosystem are also necessary.

Responsibilities

The Channel Operations Lead will drive and scale Zoom’s AWS Alliance Go-To-Market initiatives, focusing on revenue acceleration and operational excellence through the AWS Marketplace. This includes owning and optimizing sales systems like ACE, Tackle.io, and Salesforce, designing scalable workflows for pipeline management, and supporting field teams with enablement tools. Responsibilities also encompass managing quote and offer creation, building dashboards for performance visibility, leading pipeline and funnel management strategies, and serving as the operational subject matter expert for AWS Marketplace and CPPO programs. Additionally, the role involves leading end-to-end project management for AWS GTM initiatives, ensuring alignment across cross-functional stakeholders, maintaining a GTM program calendar, acting as a liaison with AWS partner teams, and enabling internal stakeholders to leverage AWS programs and incentives.

Skills

Sales Operations

Go-To-Market (GTM)

AWS Marketplace

Hyperscaler Alliances

Revenue Acceleration

Operational Excellence

Strategic Program Management

Partnership Coordination

Sales Process Optimization

CRM Systems

Pipeline Visibility

Execution Efficiency

ACE

Tackle.io

Salesforce

Data Hygiene

Reporting Accuracy

Workflow Design

Lead Routing

Opportunity Tracking

Seller Enablement

Quote Creation

KPIs

Forecasting

CPPO

Zoom

Video conferencing and online meeting solutions

About Zoom

Zoom provides video conferencing and online meeting solutions that allow users to conduct virtual meetings, webinars, and collaborative sessions. Its main product is video conferencing software, which enables high-quality video and audio communication, along with features like screen sharing, group messaging, and virtual backgrounds. Zoom also offers specialized products for larger events, such as Zoom Webinars and Zoom Events. The company operates on a freemium model, providing basic services for free while charging for advanced features through subscription plans tailored for various users, including businesses, educational institutions, and healthcare providers. Zoom stands out from competitors due to its user-friendly interface, reliable performance, and scalability for different needs, making it a vital tool for remote work, online education, telehealth, and social interactions.

San Jose, CaliforniaHeadquarters

2013Year Founded

$144.5MTotal Funding

IPOCompany Stage

Enterprise Software, Education, HealthcareIndustries

10,001+Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Hybrid Work Options

Flexible Work Hours

Stock Options

Company Equity

Paid Vacation

Paid Sick Leave

Risks

Increased competition from Microsoft Teams and Google Meet threatens Zoom's market share.

Privacy concerns and regulatory scrutiny could impact Zoom's operations and reputation.

Hybrid work models may reduce demand for virtual meetings, affecting Zoom's growth.

Differentiation

Zoom offers a user-friendly interface with reliable performance for virtual meetings.

The platform supports diverse needs, including remote work, education, and telehealth.

Zoom's freemium model attracts a wide range of users with scalable subscription options.

Upsides

Zoom integrates AI tools to enhance virtual meeting effectiveness and productivity.

The expansion of 5G networks improves Zoom's video conferencing quality and accessibility.

Zoom's secure, HIPAA-compliant solutions drive demand in the telehealth sector.

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