Strategic Cloud Partnerships Lead

About the role

Vercel is hiring a Strategic Cloud Partnerships Lead to own and grow our relationships with the cloud and infrastructure companies that underpin our platform and help us reach enterprise customers.

• This role sits at the intersection of infrastructure, product, and go-to-market. You will work with Vercel’s Product and Engineering teams to understand how we use our partners’ infrastructure today, identify where deeper technical collaboration could improve our platform or economics, and turn those opportunities into executable partnership strategies. At the same time, you will 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 position, based in San Francisco, with in-office anchor days on Monday, Tuesday, and Friday.

What you'll do

• Own a named set of strategic cloud partners end to end, with accountability for the health, growth, and business impact of each relationship
• Develop a clear strategy and joint business plan for each partner, covering technical priorities, commercial opportunities, go-to-market motions, investments, and measures of success
• Build a detailed understanding of how Vercel uses each partner’s infrastructure today and identify opportunities to improve performance, reliability, geographic reach, product capabilities, or unit economics
• Build the business case for new initiatives: size the opportunity, define the customer value, scope the technical investment, model the economics, and give leadership a clear recommendation
• Develop and execute joint go-to-market motions, including co-selling, account mapping, marketplace programs, solution development, field enablement, demand generation, and executive engagement
• Lead negotiations involving cloud consumption, commercial commitments, marketplace terms, co-sell investments, product integrations, and joint customer offerings
• Lead cross-functional teams across Product, Engineering, Infrastructure, Sales, Marketing, Finance, and Legal to move initiatives from concept through agreement, launch, and growth

What you need

• 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
• A 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
• Strong technical fluency across modern cloud infrastructure and application delivery. You do not need to be an engineer, but you can understand architectures, ask incisive technical questions, and earn credibility with product and engineering teams
• Commercial judgment and experience negotiating complex agreements, including cloud commitments, marketplace terms, co-sell structures, or joint product initiatives
• Strong agency and comfort with ambiguity. You identify what matters most, decide where to invest, and can defend the choice
• Excellent written and verbal communication with executives, technical leaders, field teams, and customers

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.