{"id":3285127,"url":"https://alion.io/job/scansource-intelisys-sr-cloud-marketplace-director","title":"Intelisys: Sr. Cloud Marketplace Director","company":{"id":1843407,"name":"ScanSource","domain":"scansource.com","url":"https://alion.io/company/scansource","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"UltiPro","truth_index":null},"role":"Leadership","role_family":"Leadership","seniority":"head","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Greenville, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":103000,"max_usd":193000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2716},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"GCP","optional":false}],"status":"live","first_seen_at":"2026-10-26T15:15:01Z","employer_posted_date":"2026-10-26","last_verified_at":"2026-11-02T21:32:12Z","board_verified":true,"closed_at":null,"days_open":7,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":7},"description":"Summary:\nIntelisys 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.\nThis 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.\nThe ideal candidate combines strong knowledge of cloud marketplace transaction models with proven experience in channel sales, partner enablement, enterprise software, and complex deal execution.\nEssential Job Duties:\nMarketplace Sales Growth & White-Space Development\nIdentify and develop marketplace revenue opportunities within the existing Trusted Advisor community.\nAnalyze partner portfolios, customer relationships, technology investments, and solution adoption to uncover white-space opportunities.\nDevelop account-mapping strategies to identify customers with AWS, Microsoft Azure, and Google Cloud purchasing commitments.\nDrive migration of software procurement, renewals, and net-new opportunities into eligible cloud marketplace transactions.\nPartner with Channel Managers and sales leadership to build targeted account plans and measurable pipeline growth.\nExpand marketplace adoption by recruiting and activating Trusted Advisors not currently participating in marketplace transactions.\nIdentify cross-sell opportunities across cybersecurity, AI, cloud infrastructure, data analytics, and SaaS solutions.\nMarketplace Transaction Expertise\nServe as the marketplace subject matter expert across AWS Marketplace, Microsoft Marketplace, and Google Cloud Marketplace purchasing and resale models.\nGuide partners through the complete transaction lifecycle, including qualification, private offers, pricing, approvals, customer acceptance, and deal closure.\nMaintain 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).\nCoordinate with ISVs, hyperscaler teams, finance, operations, and legal stakeholders to resolve transaction barriers and accelerate deal execution.\nUnderstand reseller economics, margins, billing models, renewals, and transaction attribution.\nDevelop and scale repeatable marketplace sales and operational processes.\nTrusted Advisor Enablement & Sales Execution\nSupport Channel Managers and Trusted Advisors through joint customer discovery, opportunity identification, and deal strategy.\nDevelop sales playbooks, qualification frameworks, competitive positioning, and marketplace opportunity assessments.\nEducate partners on marketplace procurement strategies and customer business value.\nDeliver training sessions, webinars, partner reviews, and enablement programs to increase marketplace adoption.\nBuild relationships with strategic ISVs, hyperscaler channel teams, and key partners to generate qualified pipeline and accelerate sales execution.\nGo-to-Market Development\nCollaborate with Sales, Marketing, Supplier Management, and Marketplace Operations to expand marketplace offerings and drive adoption.\nIdentify high-potential software vendors, solution categories, and emerging cloud procurement trends aligned to customer demand.\nDevelop targeted campaigns and growth initiatives for partners with enterprise relationships and untapped marketplace potential.\nProvide market intelligence on competitive offerings, procurement trends, and new revenue opportunities.\nEstablish consistent reporting and performance measurement for marketplace opportunities, transactions, and revenue growth.\nReporting Relationships:\nSenior Vice President of Sales - Sr Director of Sales Channel Exchange\nRequirements:\n5+ years of experience in cloud sales, SaaS, enterprise software, channel sales, technology distribution, or related technology go-to-market roles.\n2+ years of experience supporting cloud marketplace transactions, hyperscaler partner programs, co-sell motions, or marketplace procurement.\nWorking knowledge of AWS Marketplace, Microsoft Marketplace, and Google Cloud Marketplace, including private offers, channel resale models, and marketplace procurement processes.\nStrong understanding of partner economics, cloud consumption commitments, and their impact on enterprise software purchasing decisions.\nProven success identifying white-space opportunities, developing pipeline, managing opportunities, and driving revenue growth within existing customer or partner accounts.\nExperience working with channel partners, VARs, MSPs, systems integrators, ISVs, technology advisors, or similar partner ecosystems.\nAbility to manage complex sales opportunities involving multiple stakeholders and translate marketplace processes into clear, actionable guidance for partners and customers.\nPreferred\nHands-on experience executing AWS CPPO, Microsoft MPO, CSP private offers, or Google Cloud Marketplace private offer transactions.\nEstablished relationships with AWS, Microsoft, Google Cloud, or leading enterprise software vendors (ISVs).\nExperience within a technology distributor, TSD, cloud aggregator, marketplace, or two-tier channel environment.\nFamiliarity with AWS co-sell, Microsoft CSP, Microsoft marketplace, and Google Cloud partner sales motions.\nExperience launching, building, or scaling marketplace sales programs and emerging channel revenue streams.\nUnderstanding of enterprise software licensing, cloud infrastructure, cybersecurity, AI, SaaS, and related procurement models.\nAWS, Microsoft, or Google Cloud sales, partner, or marketplace certifications.\nPhysical Requirements:\nAbility to sit or stand at a computer terminal for long periods of time.\nAbility to travel up to 25% of the time\nAbility to lift up to 25 pounds.\nScanSource, Inc. is an Equal Opportunity Employer\nEOE/M/F","description_format":"text","description_chars":6004,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Marketplaces","POS Systems","Unified Communications","Barcode & RFID Hardware"],"lifecycle":[{"event":"open","at":"2026-10-26T18:06:10Z"}],"visa":[],"liveness":{"score":90,"band":"hot","label":"Hiring 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