As an emerging leader in the $10B+ communications API market, we empower global brands to connect better with their customers, employees, and partners through transformative communications experiences. For example, Vonage API solutions empower organizations to build their custom omnichannel communications structure. This allows them to reach and engage customers on their preferred schedule and channel — including voice, video, and messaging. Think of a rideshare service instantly connecting with customers, hospital staff conducting remote monitoring, customers verifying their identity before completing a purchase, AI virtual agents servicing customers around the clock, and much more.
Why this role matters:The Senior Product Manager for Hyperscaler Marketplaces sits within the Partnerships Product Team and is responsible for making Vonage products commercially successful through Microsoft Azure, AWS, and Google Cloud marketplaces. You will own the strategy, integration, and ongoing optimisation of our marketplace presence, working across product, engineering, operations, finance, tax, legal, and sales.
You will act as the central point of contact for hyperscaler marketplace programs, ensuring Vonage offers are easy to discover, simple to buy, and aligned with both hyperscaler co sell motions and Vonage commercial goals. By combining strong technical skills with commercial acumen and excellent stakeholder management, you will turn marketplace listings into a scalable, repeatable revenue engine.
Your key responsibilities:Market research and partner interface
- Work closely with Partnership Sales, regional sales teams, and key customer segments to understand how they buy through hyperscaler marketplaces, identify friction, and shape solutions that improve adoption and time to revenue.
- Engage with Microsoft, AWS, and Google marketplace teams to understand their programs, incentives, and co sell motions, and translate these into clear opportunities for Vonage.
- Analyse marketplace and competitive offerings to define differentiated value propositions, offer structures, and positioning for Vonage products.
- Act as a trusted product partner to internal stakeholders, explaining marketplace capabilities, limitations, and best practices in simple, commercial language.
Product and integration life cycle management
- Own the product strategy, roadmap, and feature definition for Vonage presence on hyperscaler marketplaces from discovery through launch and ongoing optimisation.
- Work as a business analyst to capture and document detailed requirements from stakeholders across sales, revenue assurance, tax, finance, operations, legal, billing, CRM, and support, as well as external requirements from Microsoft, AWS, and Google.
- Define end to end flows for listing, quoting, ordering, provisioning, usage metering, billing, reconciliation, and reporting, ensuring they integrate cleanly with existing Vonage systems and processes.
- Write clear product requirements, user stories, and acceptance criteria for engineering teams that build marketplace integrations, internal tools, and automation.
- Partner with security, compliance, and legal teams to ensure marketplace solutions meet all regulatory, contractual, and internal risk requirements.
- Create and maintain product collateral such as internal playbooks, FAQs, process diagrams, and knowledge base content to support scale.
Go to market and revenue generation
- Collaborate with Marketing, Sales, and Business Operations to define and execute go to market strategies specific to hyperscaler marketplaces.
- Design packaging, pricing, and commercial constructs that leverage marketplace funding programs, private offers, and co sell benefits while meeting Vonage margin and revenue goals.
- Build and refine co sell motions with Microsoft, AWS, and Google field teams, including joint value propositions, customer targeting, and sales enablement.
- Define and track key performance indicators such as marketplace pipeline, deal cycle time, conversion, attach rates, and revenue, and use these insights to drive continuous improvement.
- Support strategic customer and partner opportunities, including complex marketplace deals, private offers, and multi region rollouts, by providing product and process expertise.
- Bachelor’s Degree in Engineering, Computer Science, Business, or a related field, or equivalent practical experience.
- 5+ years of product management experience in a high technology B2B environment such as SaaS, CPaaS, cloud platforms, or enterprise software.
- Hands on experience with hyperscaler marketplaces or cloud based channel programs, or demonstrable strong interest and understanding of these models.
- Experience defining and delivering integrations with internal enterprise systems such as CRM, billing, CPQ, ERP, or provisioning tools.
- Proven ability to gather and align requirements from diverse stakeholders including sales, revenue assurance, tax, finance, operations, and external partners.
- Ability to work effectively in cross functional and geographically distributed teams and to manage multiple priorities in parallel.
- Private Medical Insurance
- Group Pension Plan
- Life Insurance and Group Personal Accident
- Ericsson Care Line (EAP)
- Discretionary Time Off (DTO)
- Volunteer Time (VTO)
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There’s no perfect candidate. You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you.
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Who we are:
Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today.
Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.
