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About the Role
Vercel is hiring a Strategic Cloud Partnerships Manager to own and grow relationships with cloud and infrastructure companies, driving technical collaboration and joint go-to-market strategies to reach enterprise customers. This role requires technical depth, commercial judgment, and executive presence to build joint business cases and mobilize organizations.
Responsibilities
- 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
- Work with Product, Engineering, and Infrastructure to evaluate new partner capabilities and determine where deeper integrations or architectural changes could create meaningful value
- 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
- Create new pipeline and help Vercel’s sales teams advance strategic enterprise opportunities through our partners
- Join enterprise customer conversations and communicate credibly 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 strong relationships across partner organizations, from infrastructure and product teams to field sellers, partner leaders, and senior executives
- 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
- Establish operating rhythms, executive business reviews, and measurable success criteria that keep both organizations aligned and accountable
- Advise Vercel leadership on changes in cloud infrastructure, enterprise buying behavior, partner roadmaps, and the broader competitive landscape
- Run partnerships with structure and urgency, including the judgment to expand initiatives that are working and stop the ones that are not
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
- 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
- Experience working directly with large enterprise customers and the executive presence to represent Vercel in high-stakes commercial and technical conversations
- Strong technical fluency across modern cloud infrastructure and application delivery. You can understand architectures, ask incisive technical questions, and earn credibility with product and engineering teams
- The ability to reason about how compute, networking, storage, security, observability, data, and AI infrastructure affect platform capabilities, customer experience, and business economics
- Experience developing business cases that connect technical investment with customer adoption, revenue, strategic value, or cost efficiency
- Commercial judgment and experience negotiating complex agreements, including cloud commitments, marketplace terms, co-sell structures, or joint product initiatives
- Comfortable leading cross-functional teams you do not manage across Product, Engineering, Infrastructure, Sales, Marketing, Legal, and Finance
- Strong agency and comfort with ambiguity. You identify what matters most, decide where to invest, and can defend the choice
- Speed and operational discipline. You move quickly, establish clear owners and milestones, and keep complex initiatives from stalling
- Excellent written and verbal communication with executives, technical leaders, field teams, and customers
Skills
- Cloud Partnerships
- Strategic Alliances
- Business Development
- Enterprise Sales
- Go-to-market Strategy
- Technical Fluency
- Cloud Infrastructure
- Application Delivery
- Business Case Development
- Negotiation
- Cross-functional Team Leadership
- Executive Communication
Location
- San Francisco, CA
Work Type
- Hybrid
Experience Level
- Senior Level
- 8+ years of experience
Salary/Compensations
- $297,000 - $362,000 OTE
Benefits
- Competitive compensation package, including equity.
- Inclusive Healthcare Package.
- Mentorship and professional development opportunities.
- Flexible Time Off.
- Company-provided gear and WFH budget.
About the Company
- Vercel is the agentic infrastructure company, freeing people and agents to ship what’s next.
- Vercel has shaped how the web is built, creating products like Next.js, v0, and AI SDK.
- The company is building the platform for the future where software is built, extended, and operated by agents.
- Vercel is trusted by companies like OpenAI, PayPal, Ramp, and Supreme, and millions of developers worldwide.
Equal Opportunity
- Vercel is committed to fostering and empowering an inclusive community within our organization.
- We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law.
- Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.