Strategic Deals Lead, Compute Partnerships
Leads complex compute infrastructure and cloud partnership transactions, including strategy, negotiation, financing, product distribution, and go-to-market terms. Requires deep cloud or AI infrastructure knowledge, strong financial judgment, and a proven record closing high-value technology deals.
About the job
Responsibilities
- Own the strategy and deal pipeline expanding access to compute and infrastructure, while connecting product and go-to-market components of partnerships.
- Lead the full lifecycle of large-scale cloud and compute transactions, from opportunity identification and term-sheet development through negotiation, execution, and close.
- Build and manage executive-level relationships with commercial, finance, product, and legal counterparts at hyperscalers and cloud providers.
- Structure and negotiate product and go-to-market elements of hyperscaler partnerships, including model availability, marketplaces, co-selling, pricing, revenue sharing, and joint customer motions.
- Apply capital markets and finance expertise to evaluate deal economics, counterparty risk, and infrastructure financing.
- Partner with engineering and infrastructure teams to translate workload requirements into long-term compute strategies and commercially viable terms.
- Coordinate with Legal, Finance, Product, and Engineering to align agreements with technical, financial, commercial, and risk requirements.
- Monitor AI infrastructure market, technology, competitive, and financing developments and provide recommendations and deal reporting to senior leadership.
Requirements
- Experience in cloud computing, AI infrastructure, or adjacent technology ecosystems.
- Strong understanding of hyperscaler platforms, compute and accelerator technologies, and cloud and infrastructure economics.
- Proven experience structuring, negotiating, and closing complex, high-value technology transactions or strategic partnerships as lead negotiator.
- Experience negotiating agreements combining infrastructure or capacity terms with commercial, product, or go-to-market terms.
- Ability to work effectively with technical teams and translate engineering concepts into deal structures and business recommendations.
- Experience building partnerships and influencing senior stakeholders across internal and external organizations.
- Bachelor's degree or equivalent combination of education, training, and experience.
Nice-to-haves
- 8–10+ years of experience in strategic deals, corporate development, partnerships, investment banking, or business development within technology companies, hyperscalers, cloud providers, or financial institutions.
- Direct experience with hyperscaler AI or cloud partnerships, including model gardens, marketplaces, co-sell programs, and partner economics.
- Experience managing multiple high-value transactions at different stages.
- Working knowledge of capital markets and vendor financing for large infrastructure commitments.
- Strong financial modeling skills for large infrastructure projects.
- Comfort operating in fast-moving, ambiguous markets.
Compensation
- Annual on-target earnings compensation range: $265,000–$325,000 USD.
Skills
Cloud Computing, AI Infrastructure, Hyperscaler Platforms, Compute Accelerators, Cloud Economics, Strategic Partnerships, Deal Negotiation, Capital Markets, Vendor Financing, Financial Modeling, Model Gardens, Cloud Marketplaces, Co-Selling, Revenue Sharing, Go-To-Market
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