Strategic Cloud Partnerships Lead

Vercel needs someone who can turn cloud relationships into better infrastructure and enterprise deals. This is a hands-on partnerships job for a sharp operator who can talk architecture with engineers and hold their own in a room with executives.

What the role really is

You own a set of major cloud partnerships from strategy through results. That means knowing how Vercel uses each partner’s infrastructure, spotting where deeper collaboration makes sense, and getting both companies to act on it.

The job crosses product, engineering, sales, and commercial negotiations. Relationship management alone won’t cut it. You need to connect technical decisions to customer value and business outcomes.

What you'll do

• Set a joint business plan for each cloud partner, with technical priorities, commercial opportunities, go-to-market plans, and success measures.
• Work with Product, Engineering, and Infrastructure to assess partner capabilities and find opportunities in performance, reliability, geographic reach, product features, or economics.
• Build business cases for new initiatives, including customer value, technical investment, and financial impact.
• Create joint sales motions, map accounts, develop marketplace programs, and help move enterprise deals forward.
• Join customer conversations and explain complex infrastructure choices in terms customers care about.
• Negotiate cloud commitments, marketplace terms, co-sell investments, integrations, and joint offerings.
• Bring teams across both companies together, then set owners, milestones, and operating reviews to keep the work moving.
• Advise Vercel leaders on cloud infrastructure, enterprise buying, partner plans, and competition.

What they want

• At least 8 years in cloud partnerships, strategic alliances, business development, enterprise sales, or a related field at a cloud, infrastructure, developer tools, or platform company.
• A track record of growing strategic relationships with major cloud or infrastructure providers.
• Experience creating joint value propositions, co-selling, generating pipeline, and advancing complex enterprise deals.
• Strong technical fluency across cloud infrastructure and application delivery. You can follow architecture discussions and earn trust with product and engineering teams.
• The judgment to connect infrastructure choices across compute, networking, storage, security, observability, data, and AI to customer experience and business economics.
• Experience building business cases and negotiating complex commercial agreements.
• Executive presence with enterprise customers, plus the ability to lead teams across functions without managing them.
• Strong ownership, clear communication, and the discipline to keep complex work moving with limited direction.

Why it's interesting

You get to shape how Vercel works with the infrastructure companies behind its platform, while helping those relationships create enterprise pipeline and customer value. The work is strategic, but you own execution too, from the technical opportunity to the deal and the launch.

Salary

$297,000 to $362,000 OTE in San Francisco. Compensation outside San Francisco may be adjusted based on location.

Location

Hybrid, San Francisco, New York City, Austin. Remote: ONSITE. Contract: FULL_TIME