Hybrid opportunity at
VercelStrategic Cloud Partnerships Lead
Vercel, an infrastructure platform provider trusted by millions of developers and organizations like OpenAI and PayPal, is seeking a Strategic Cloud Partnerships Lead . This position…
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About This Role
Vercel, an infrastructure platform provider trusted by millions of developers and organizations like OpenAI and PayPal, is seeking a Strategic Cloud Partnerships Lead . This position focuses on managing and expanding key relationships with cloud and infrastructure providers that support the company platform and facilitate enterprise growth. The role operates at the crossroads of go-to-market strategy, product development, and infrastructure. Selected candidates will oversee a specific portfolio of cloud partners,…
Job Description
Vercel, an infrastructure platform provider trusted by millions of developers and organizations like OpenAI and PayPal, is seeking a Strategic Cloud Partnerships Lead. This position focuses on managing and expanding key relationships with cloud and infrastructure providers that support the company platform and facilitate enterprise growth.
The role operates at the crossroads of go-to-market strategy, product development, and infrastructure. Selected candidates will oversee a specific portfolio of cloud partners, formulate joint business plans, and collaborate closely with internal engineering teams to evaluate technical capabilities and unit economics. Additionally, the individual will drive joint sales motions, participate in high-level client discussions, and negotiate commercial contracts.
This opportunity is well-suited for professionals who possess both technical fluency and commercial acumen, thriving in autonomous environments with minimal oversight. The position is structured as a hybrid role based out of San Francisco, requiring in-office attendance on Mondays, Tuesdays, and Fridays.
Responsibilities
- Manage a designated group of strategic cloud partners end-to-end to drive relationship health, expansion, and commercial value
- Design and execute comprehensive strategies and joint business plans addressing technical priorities, go-to-market motions, and investments
- Analyze how the platform utilizes partner infrastructure to discover avenues for enhancing reliability, performance, geographic availability, and unit economics
- Partner with engineering and product groups to assess new partner capabilities and determine the value of deeper integrations
- Construct data-driven business cases for new initiatives to present clear recommendations to leadership
- Drive joint go-to-market activities including co-selling, account mapping, solution creation, marketplace programs, and field enablement
- Assist sales teams in closing enterprise deals and participate directly in customer meetings with technical and business buyers
- Lead negotiations covering cloud consumption commitments, commercial terms, marketplace rules, and co-investment structures
- Orchestrate cross-functional collaboration across product, engineering, finance, legal, sales, and marketing departments
- Advise company leadership regarding industry changes, partner roadmaps, and competitive dynamics
Requirements
- Minimum of eight years of professional background in strategic alliances, cloud partnerships, business development, enterprise sales, or related fields
- Demonstrated history of establishing and scaling relationships with major infrastructure or cloud vendors
- Direct background in go-to-market execution, such as launching co-sell initiatives and generating sales pipelines
- Experience interacting with large enterprise buyers and presenting to executive audiences
- Technical familiarity with modern application delivery and cloud infrastructure
- Ability to analyze how compute, networking, data, storage, security, and AI infrastructure impact platform capabilities and financial metrics
- Skill in drafting business cases linking technical investments to customer adoption and revenue
- Expertise in negotiating complex agreements including commercial terms and marketplace structures
- Capacity to lead cross-functional teams without direct authority while operating with high agency and comfort around ambiguity
Core Skills
Benefits
- Competitive compensation package including equity
- Inclusive healthcare package
- Learning and growth budget for mentorship, events, and skill development
- Flexible time off
- Provided work gear and a work-from-home stipend for office setup
- San Francisco target total cash compensation range of $297,000 to $362,000, with actual pay determined by skills, experience, and location
- Eligibility for variable pay programs or company bonuses
Frequently Asked Questions
What is the employment type for this position?
The source posting states that this is a full-time position.
Is this job remote?
This is a hybrid position based in San Francisco, CA, with required in-office days on Mondays, Tuesdays, and Fridays.
What is the salary range for the Strategic Cloud Partnerships Lead?
For candidates in San Francisco, the total cash compensation range is $297,000 to $362,000, while compensation outside of San Francisco may vary based on location.
How many years of experience are required?
Candidates must have 8 or more years of experience in cloud partnerships, strategic alliances, business development, enterprise sales, or a related role.
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