Strategic Cloud Partnerships Lead

🕒 March 12

🏢🏡 San Francisco – Hybrid

💵 $297k - $362k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 50%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Open for 248 days.
• Jobs at this company usually fill in 64 days.
• Reposted once.

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Vercel

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2016

☁️ SaaS

🌐 Web 3

💰 $150M Series D on 2021-11

SaaS • Web 3 • Cloud Computing

Vercel is a platform providing developer tools and cloud infrastructure to build, scale, and secure faster and more personalized web applications. It specializes in optimizing web performance through features like fast load times, scalable infrastructure, and global CDN distribution. The platform supports developers with automated workflows, a wide range of templates, and seamless integration with tools like Git for quick deployment. Vercel also emphasizes observability and security, offering privacy-friendly analytics and enterprise-level conformance.

📋 Description

• Own a named set of strategic cloud partners end to end, with accountability for relationship health, growth, and business impact • Develop strategy and joint business plans covering technical priorities, commercial opportunities, go-to-market motions, investments, and success measures • Understand partner infrastructure usage and identify opportunities to improve performance, reliability, geographic reach, product capabilities, or unit economics • Work with Product, Engineering, and Infrastructure to evaluate partner capabilities and deeper integrations or architectural changes • Build business cases by sizing opportunities, defining customer value, scoping technical investment, modeling economics, and recommending actions to leadership • Develop and execute joint go-to-market motions, including co-selling, account mapping, marketplace programs, solution development, field enablement, demand generation, and executive engagement • Create pipeline and help sales teams advance strategic enterprise opportunities through partners • Participate in enterprise customer conversations with CIOs, CTOs, architects, developers, security leaders, procurement teams, and business buyers • Translate complex infrastructure and architecture decisions into clear customer and business outcomes • Build relationships across partner organizations and with senior executives • Lead negotiations involving cloud consumption, commercial commitments, marketplace terms, co-sell investments, product integrations, and joint customer offerings • Lead cross-functional initiatives from concept through agreement, launch, and growth • Establish operating rhythms, executive business reviews, and measurable success criteria • Advise Vercel leadership on cloud infrastructure, enterprise buying behavior, partner roadmaps, and the competitive landscape • Manage partnerships with structure and urgency, expanding successful initiatives and stopping unsuccessful ones

🎯 Requirements

• 8+ years of experience in cloud partnerships, strategic alliances, business development, enterprise sales, or a related role at a cloud, infrastructure, developer tools, or platform company • Track record of building and growing strategic relationships with major cloud or infrastructure providers • Strong go-to-market experience, including developing joint value propositions, launching co-sell motions, creating pipeline, and helping close complex enterprise opportunities • Experience working directly with large enterprise customers • Executive presence for high-stakes commercial and technical conversations • Strong technical fluency across modern cloud infrastructure and application delivery • Ability to understand architectures and earn credibility with product and engineering teams • Ability to reason about compute, networking, storage, security, observability, data, and AI infrastructure • Experience developing business cases connecting technical investment with customer adoption, revenue, strategic value, or cost efficiency • Experience negotiating complex agreements, including cloud commitments, marketplace terms, co-sell structures, or joint product initiatives • Ability to lead cross-functional teams across Product, Engineering, Infrastructure, Sales, Marketing, Legal, and Finance • Strong agency and comfort with ambiguity • Speed and operational discipline • Excellent written and verbal communication

🏖️ Benefits

• Competitive compensation package, including equity • Inclusive Healthcare Package • Mentorship and attendance at events to build network and skills • Flexible Time Off • Company-provided equipment/gear • Work-from-home budget

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