Head of Hyperscaler Partnerships

Responsibilities

• Own the Full Deal Cycle for Hyperscaler Partnerships: Lead end-to-end partnership development with major cloud service providers. Manage relationship-building through complex commercial negotiations, launch, and long-term expansion.
• Navigate Complex Orgs with Precision: Map and develop relationships across the full stakeholder matrix at partner organizations — from product and engineering to alliance managers, procurement, legal, and C-suite executives.
• Drive Commercial Structures That Create Durable Value: Design and negotiate deal structures across multiple surfaces, including revshare, marketplace private offers, and model licensing. Partner with Finance on revenue modeling and with Legal on IP provisions and liability.
• Be the Internal Champion for Partnership Strategy: Translate partner needs and ecosystem signals into actionable internal recommendations. Collaborate with Partner Marketing on co-marketing initiatives and joint announcements, showcasing real-world enterprise value through joint case studies.

Requirements

• 10+ years in strategic partnerships, business development, or alliance management, with meaningful time spent at a hyperscaler or structuring significant deals with them.
• Proven ability to close complex, multi-surface agreements involving cloud distribution, model licensing, and inference infrastructure SLAs.
• Deep understanding of marketplaces, private offers, consumption-based revenue models, and cloud commitment vehicles.
• Sufficient depth to engage with engineering on APIs, model serving, and software stacks.
• Partner-first orientation with the ability to build trust quickly and find the "win-win" in competitive environments.

Preferred Qualifications

• Direct experience with hyperscaler / CSP strategic deal mechanics.
• Experience structuring partnerships across multiple product surface areas with differing priorities and stakeholders.
• Background working with AI infrastructure, ideally on both compute and token / model serving side.