Strategic Cloud Partnerships Lead

About the role

As a Strategic Cloud Partnerships Lead, you’ll own and grow Vercel’s relationships with the cloud and infrastructure companies that underpin our platform and help us reach enterprise customers. You’ll work with Product and Engineering to understand how we use our partners’ infrastructure today, find where deeper technical collaboration could improve our platform or economics, and turn those opportunities into executable partnership strategies. At the same time, you’ll build joint go-to-market motions that create pipeline, accelerate enterprise deals, and make Vercel more strategic to our partners’ field organizations.

This is a hybrid role based in San Francisco, in the office on Monday, Tuesday, and Friday.

What you'll do

• Own a named set of strategic cloud partners end to end, accountable for the health, growth, and business impact of each relationship
• Develop a joint business plan for each partner covering technical priorities, commercial opportunities, go-to-market motions, investments, and measures of success
• Map how Vercel uses each partner’s infrastructure today and find opportunities to improve performance, reliability, geographic reach, product capabilities, or unit economics
• Build the business case for new initiatives: size the opportunity, scope the technical investment, model the economics, and give leadership a clear recommendation
• Lead negotiations and cross-functional execution across Product, Engineering, Sales, Marketing, Finance, and Legal, from concept through agreement, launch, and growth

What you need

• 8+ years in cloud partnerships, strategic alliances, business development, or enterprise sales at a cloud, infrastructure, developer tools, or platform company
• Built and grew strategic relationships with major cloud or infrastructure providers
• Developed joint value propositions, launched co-sell motions, created pipeline, and helped close complex enterprise deals
• Negotiated complex agreements: cloud commitments, marketplace terms, co-sell structures, or joint product initiatives
• Technical fluency across modern cloud infrastructure and application delivery, enough to understand architectures, ask incisive questions, and earn credibility with product and engineering teams

Compensation & Benefits:

• Competitive compensation package, including equity.
• Inclusive Healthcare Package.
• Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.
• Flexible Time Off.
• We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.

The San Francisco, CA salary range for this role is $234,000-286,000 plus annual bonus. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.