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About Us:

insightsoftware is a global provider of reporting, analytics, and performance management solutions that unlock the potential of business data and transform the way finance and data teams operate. We empower leaders from over 32,000 organizations to make timely and intelligent decisions. Our comprehensive solutions span Financial Planning and Analysis (FP&A), Controllership, and Data and Analytics. We deliver finance teams the insights required to navigate any economic climate and drive greater financial intelligence, while increasing productivity, visibility, accuracy, and compliance. Learn more at insightsoftware.com.

Job Description:

Role Overview

The Hyperscaler Leader is a high-impact individual contributor role responsible for building and managing insightsoftware's relationships with the world's leading cloud platform providers-starting with Microsoft and expanding to AWS and Google Cloud. This role owns the strategy and execution of insightsoftware's hyperscaler channel: driving marketplace presence, co-marketing programs, joint sales activity, and the commercial and operational infrastructure needed to scale this emerging revenue channel.

This is a role for a builder. insightsoftware has an established foundation with Microsoft-active marketplace listings, existing relationships, and early commercial momentum-but significant opportunity remains to deepen that partnership, unlock new demand, and replicate the model with additional hyperscalers. The right candidate brings strong relationship instincts, commercial drive, and the operational rigor to develop the backend systems and processes that make the channel work at scale.

The Hyperscaler Leader will work cross-functionally across the direct and indirect sales organizations, Partner Marketing, Product leadership, Finance, and the Quote-to-Cash team to align hyperscaler activity with insightsoftware's broader go-to-market strategy. The primary geographic focus is North America, with responsibility expanding across EMEA and APAC. This role reports directly to the SVP, Global Channel & Partnerships.

Primary Responsibilities

Hyperscaler Relationship Management

Own and deepen insightsoftware's strategic relationship with Microsoft, serving as the primary point of contact across Microsoft's partner, marketplace, and co-sell teams.

Build a disciplined expansion roadmap for AWS and Google Cloud-identifying the right entry points, internal champions, and go-to-market opportunities given insightsoftware's existing product footprint on each platform.

Develop executive-level relationships within each hyperscaler organization, understanding their partner program priorities, internal incentive structures, and co-sell mechanics-and using that knowledge to position insightsoftware for maximum visibility and deal flow.

Stay closely informed on changes to hyperscaler partner programs, marketplace policies, and co-sell requirements, and ensure insightsoftware remains optimally positioned within each ecosystem.

Represent insightsoftware at hyperscaler conferences, partner summits, and industry events-building the relationships and presence needed to be seen as a preferred partner.

Marketplace & Commercial Execution

Own and actively manage insightsoftware's listings in the Microsoft Azure Marketplace and other hyperscaler marketplaces-ensuring offerings are accurate, optimized, and positioned to convert.

Drive awareness and adoption of marketplace listings across insightsoftware's direct and indirect sales teams, equipping them to position marketplace transactions as a compelling contracting vehicle for customers.

Identify and pursue opportunities where customers can benefit from transacting insightsoftware solutions through a hyperscaler marketplace-leveraging customer cloud committed spend, procurement preferences, and enterprise agreements to accelerate deal closure.

Track, report on, and actively grow marketplace-sourced and marketplace-influenced revenue, establishing clear KPIs and holding yourself accountable to them.

Collaborate with Product leadership to identify insightsoftware products hosted on or deeply integrated with hyperscaler platforms-and develop targeted partnership strategies that activate those relationships commercially.

Co-Marketing & Demand Generation

Design and execute joint marketing programs with active hyperscaler partners, including co-branded campaigns, webinars, digital content, and field events that generate pipeline and increase awareness of insightsoftware's solutions within each hyperscaler's customer and partner base.

Leverage "event-in-a-box" programs for regional sales teams across NA, EMEA, and APAC deploy independently to drive local hyperscaler-aligned demand without requiring central resources for every execution.

Attend and represent insightsoftware at key hyperscaler conferences and partner events-using these moments to build relationships, generate pipeline, and strengthen insightsoftware's brand within each ecosystem.

Work closely with Partner Marketing to ensure co-marketing investments are tracked, measured, and delivering a return-bringing data to every conversation about where to invest next.

Commercial Operations & Deal Flow

Develop and maintain the backend systems, workflows, and documentation needed to support how hyperscaler deals are initiated, tracked, contracted, and recognized-working closely with ISW Finance and the Quote-to-Cash team to ensure deals flow correctly and efficiently.

Partner with Revenue Operations to ensure hyperscaler pipeline and bookings are accurately captured, reported, and attributed within insightsoftware's CRM and financial systems.

Build a repeatable deal motion for hyperscaler-transacted opportunities, including clear rules of engagement, approval workflows, and handoff protocols between the hyperscaler team, direct sales, and channel sales.

Proactively identify and resolve friction points in the commercial process-approaching every workflow inefficiency as a problem worth fixing, not a reality to accept.

Cross-Functional Collaboration

Work closely with insightsoftware's direct and indirect sales organizations to identify opportunities where hyperscaler relationships and marketplace transactions can accelerate deal velocity or expand deal size-serving as a trusted resource, not a competing channel.

Partner with Product leadership to understand the roadmap for insightsoftware products hosted in hyperscaler environments and develop go-to-market plans that activate those integrations commercially.

Collaborate with Partner Enablement to ensure sales teams have the training, tools, and collateral needed to leverage hyperscaler relationships effectively in their day-to-day selling motions.

Provide the SVP, Global Channel & Partnerships with regular reporting on hyperscaler pipeline, marketplace performance, co-marketing ROI, and strategic relationship health.

Qualifications

Required

3-5 years of experience in SaaS software, with direct exposure to hyperscaler partnerships, cloud marketplace programs, or alliances with Microsoft, AWS, or Google Cloud.

Demonstrated familiarity with Microsoft's partner ecosystem-including the Azure Marketplace, co-sell programs, and Microsoft's internal partner incentive structures.

Proven ability to build and manage senior relationships within large, complex technology organizations and navigate their internal structures to create momentum.

Strong commercial acumen-able to identify revenue opportunities, build a business case, and drive deals through a marketplace or co-sell motion from pipeline to close.

Experience working cross-functionally with Finance, Operations, and sales teams in a fast-paced software environment.

Excellent written and verbal communication skills; able to represent insightsoftware confidently with hyperscaler partners and internal stakeholders at all levels.

Highly organized and self-directed-able to manage multiple workstreams simultaneously across geographies and functions without losing focus or quality.

Comfortable operating across global time zones; some travel required.

Preferred

Direct experience managing listings and transacting revenue through Azure Marketplace, AWS Marketplace, or Google Cloud Marketplace.

Familiarity with co-sell programs and marketplace private offers as deal acceleration tools for enterprise software.

Exposure to financial reporting, EPM, or Office of the CFO solution categories.

Experience working in a high-growth, PE-backed software company.

Background in designing co-marketing programs or field event campaigns in partnership with a major technology platform.

Familiarity with Lean principles or continuous improvement methodologies is a strong plus.

Who You Are

Beyond the resume, we are looking for someone who embodies the way insightsoftware operates. The ideal Hyperscaler Leader:

Is a strategic thinker who executes operationally-they understand where the hyperscaler channel needs to go and can map out the steps to get there, then actually do the work.

Takes extreme ownership-if a marketplace listing is underperforming, a co-marketing campaign isn't converting, or a deal is stuck in a process bottleneck, they own the problem and drive it to resolution.

Is relentlessly curious about how hyperscaler ecosystems work-they read the program updates, attend the briefings, build the relationships, and ask the questions that others don't think to ask.

Is a giver, not a taker-they share intelligence with the sales team, collaborate without an agenda, and measure their success by the revenue they help generate across the organization.

Sets high expectations and doesn't settle-for a mediocre marketplace listing, a poorly measured campaign, or a commercial process that loses deals in the details.

Is comfortable with ambiguity and energized by building-they don't need a fully defined playbook to get started. They create the playbook.

Your specific offer within this range will be determined by your skills, experience, and qualifications. For non-sales roles, you may be eligible for a bonus. For sales roles, this range includes a commission target.

We are committed to pay transparency and fair compensation practices. If you have questions about our compensation approach, please don't hesitate to ask during the interview process.

Additional Information

All your information will be kept confidential according to EEO guidelines.

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At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.