Role Overview
The Hyperscaler Marketplace Program Manager will be responsible for driving strategy, enablement, and execution of cloud marketplace programs across AWS, Microsoft Azure, and Google Cloud in the APJ region. This role focuses on optimizing Distributor Seller of Record (DSOR) and Channel Partner Private Offer (CPPO) models to accelerate partner-led and ISV-led transactions, enhance marketplace adoption, and scale recurring cloud revenue.
Key Responsibilities
Program Strategy & Execution
Define and execute GTM strategies for AWS, Microsoft Azure, and Google Cloud marketplaces under DSOR and CPPO frameworks.
Build marketplace enablement programs to drive adoption among ISVs, MSPs, CSPs, and resellers.
Own the lifecycle management of marketplace listings, offers, and transaction models.
Drive alignment with hyperscaler teams to secure funding, incentives, and co-sell benefits.
Develop dashboards and KPIs to track marketplace growth, partner participation, and margin performance.
Partner & ISV Engagement
Recruit, onboard, and support ISVs in publishing and transacting through marketplace models.
Enable partners to leverage DSOR/CPPO benefits, such as simplified procurement, co-sell eligibility, and incentive optimization.
Facilitate GTM acceleration for ISVs through marketing, technical validation, and co-sell readiness programs.
Coordinate with Partner Development Managers (PDMs) and Cloud Solution Architects (CSAs) for technical and business alignment.
Operational Excellence
Manage operational readiness for DSOR/CPPO transactions including pricing setup, quote creation, billing, and reporting.
Collaborate with finance and legal teams to ensure compliance with hyperscaler marketplace policies.
Establish standardized processes for marketplace deal registration, offer management, and invoicing.
Leverage automation and internal tools to streamline partner onboarding and marketplace listing processes.
Cross-Functional Collaboration
Work closely with cloud vendor alliance leads, sales teams, and marketing to align marketplace motions with business objectives.
Engage with hyperscaler partner teams for funding programs such as Co-Sell, AMM, GCP Marketplace Acceleration, and AWS SPP/SPP+.
Support the Cloud GTM team with case studies, pipeline tracking, and campaign performance reviews.
Required Skills & Experience
Technical & Functional
Deep understanding of cloud marketplace models (AWS, Azure, GCP) and transaction types (DSOR, CPPO, EDP, ISV listings).
Experience managing marketplace listings, pricing models, and offer configurations.
Strong knowledge of hyperscaler partner ecosystems and incentive programs.
Familiarity with cloud economics, billing structures, and margin optimization.
Hands-on experience with partner portals (AWS Marketplace Management Portal, Azure Partner Center, Google Cloud Partner Advantage).
Business & Analytical
Proven ability to drive GTM programs and deliver measurable growth through marketplaces.
Strong project management, stakeholder coordination, and reporting skills.
Analytical mindset with proficiency in Excel, Power BI, or similar analytics tools.
Soft Skills
Excellent communication and presentation abilities with hyperscaler and partner stakeholders.
Ability to work cross-functionally in a fast-paced, matrixed environment.
Entrepreneurial mindset with attention to operational efficiency and partner satisfaction.
Preferred Qualifications
2-4 years of experience in cloud distribution, marketplace operations, or partner program management.
Experience with distributor or aggregator models managing multiple hyperscaler relationships.
Certifications (preferred but not mandatory): AWS Partner Accreditation / AWS Cloud Practitioner, Microsoft Cloud Partner Program (MAICPP), Google Cloud Digital Leader.
Prior experience in ISV recruitment, co-sell enablement, or cloud GTM execution is a strong plus.
Key Performance Indicators (KPIs)
Marketplace revenue growth under DSOR and CPPO models.
Number of ISVs onboarded and active listings published.
Partner participation in marketplace transactions.
Co-sell pipeline contribution from marketplace deals.
Funding utilization and incentive ROI.
Key Skills
At Tech Data, a TD SYNNEX Company, our values guide everything we do: Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we work with each other, our partners, and our communities as we drive innovation and create lasting impact.
What’s In It For You?
- Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
- Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
- Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
- Diversity, Equity & Inclusion: It’s not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
- Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
- Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.
Don’t meet every single requirement? Apply anyway.
At Tech Data, a TD SYNNEX Company, we’re proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion. If you’re excited about working for our company and believe you’re a good fit for this role, we encourage you to apply. You may be exactly the person we’re looking for!
We are an equal opportunity employer and committed to building a diverse team that represents and empowers a variety of backgrounds, perspectives, and skills. All qualified applicants will receive consideration for employment based on merit, without regard to race, colour, religion, national origin, gender, gender identity or expression, sexual orientation, protected veteran status, disability, genetics, age, or any other characteristic protected by law. To support our diversity and inclusion efforts, we may ask for voluntary gender disclosure information. This data will be used solely to improve our hiring practices and ensure fair treatment for all candidates.
