Partner Operations Manager

Location: Hyderabad, India (other India locations considered)

Engagement: Contract to Hire (conversion after 3 months)

Work Model: Full-time, On-site

Role Overview

We are looking for a Partner Operations Manager to run that ecosystem operationally: partner program compliance, certification and competency tracking, co-sell and deal registration, marketplace listings, partner enablement logistics, joint pipeline reporting, and partner performance governance. This is an execution role with executive visibility. You will work across sales, solutions, delivery, marketing, finance, and legal, and you will be the person leadership turns to for a single trusted view of partner-sourced and partner-influenced pipeline.

The role begins as a three-month contract engagement. Conversion to a permanent position follows successful completion of that period against the milestones set out below.

Key Responsibilities

• Run the day-to-day operations of the Context66 partner program across cloud, data platform, graph, AI model, security, and channel partners.
• Own partner program compliance: tier requirements, certification and competency targets, renewals, audits, and partner portal hygiene across every active relationship.
• Manage co-sell and deal registration end to end, including submission, approval tracking, opportunity mapping, and escalation of stalled registrations.
• Build and maintain the partner pipeline reporting layer covering sourced, influenced, and co-sell revenue, with clean attribution rules agreed with sales and finance
• Administer marketplace listings and private offers on hyperscaler and platform marketplaces, coordinating pricing, metering, legal terms, and transaction reconciliation
• Track and drive certification attainment across delivery teams, maintaining a live skills and credentials inventory mapped to partner tier requirements
• Coordinate partner enablement logistics: training calendars, joint workshops, demo readiness, accelerator briefings, and sales enablement sessions
• Manage Market Development Funds and co-marketing budgets, including request submission, claim
• documentation, spend tracking, and proof-of-execution reporting
• Prepare partner QBR materials, scorecards, and business reviews with clear performance metrics and agreed follow-through actions
• Coordinate partner agreements, renewals, and onboarding with legal, finance, and procurement, maintaining a central repository of executed contracts and obligations
• Maintain the partner collateral pipeline, working with the GTM team to keep joint one-pagers, solution briefs, and reference architectures current and brand-compliant
• Establish the operating cadence of partner reviews, pipeline reviews, certification reviews, and escalation paths, and hold the organization to it.

What Success Looks Like

First 30 days: Complete partner inventory published: every active and prospective partner, current tier,

contract status, named counterpart, and compliance gap. Baseline view of partner-sourced and

influenced pipeline established in CRM.

First 90 days: Deal registration and co-sell process operating on a defined SLA with owners and escalationpaths. Attribution model agreed with sales and finance and live in CRM. Certification plan built against partner tier requirements with named owners and target dates. Marketplace listing work

initiated for the top two priority partners.

First 180 days: Partner QBR cadence running on schedule with published scorecards. Marketplace listings live for priority partners. MDF pipeline actively managed with claims submitted and tracked.

Measurable growth in partner-sourced pipeline and improved tier standing across at least two priority partners.

Must-Have:

• 6–10+ years in partner operations, alliance operations, channel operations, or sales operations
• Direct hands-on experience with at least one major partner program such as AWS, Microsoft, Google Cloud, Databricks, or Snowflake
• Strong CRM discipline, ideally Salesforce, including opportunity hygiene, reporting, and attribution logic
• Advanced spreadsheet and reporting skills, with a proven track record managing deal registration and co-sell workflows.
• Experience with partner portals and PRM tooling, and marketplace/private offer experience on AWS, Azure, or Google Cloud Marketplace
• MDF and co-marketing fund administration, and certification/competency tracking at organizational scale
• Comfort working across US and India time zones with US-based sales and solutions leadership.

Nice-to-Have:

• Exposure to Databricks, Snowflake, Neo4j, MongoDB, Rubrik, Anthropic, or OpenAI partner programs
• Working knowledge of data, AI, and enterprise architecture terminology sufficient to brief partners credibly
• Experience building partner dashboards in BI tools, and familiarity with AI-assisted productivity tooling
• Prior experience standing up a partner program from an early stage

Soft Skills and Culture Fit

Highly organized and detail-obsessed. Follow-through driven, and comfortable chasing accountability across senior stakeholders. Clear written communicator. Data-disciplined. Calm under deadline pressure. Startup mindset with a strong ownership bias.

Industry and Domain Exposure

Experience operating a technology partner or alliance program at a services firm, system integrator, ISV, or platform vendor. Exposure to enterprise Data, AI, or cloud ecosystems is expected. Familiarity with services-led selling motions, where the partner relationship drives both influenced revenue and delivery capability, is strongly preferred.