Lead, Account Management
Entegris
Director, Hyperscaler Partnerships – AWS, Azure, Google Cloud
Vonage
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
AWSAzureCloud
About the role
- Own Marketplace Strategy & Execution: Be the internal subject matter expert for Hyperscaler Marketplaces (e.g., AWS Marketplace, Azure Marketplace, Google Cloud Marketplace). Drive the strategy and execution of Vonage's API presence, including product listings, offer management, private offers, and financial reconciliation processes to maximize velocity and revenue.
- Build Program & Process from Scratch: Design, implement, and continuously refine the core operational processes and programs required to scale the partnerships. This includes defining robust internal and external mechanisms for co-sell motion, pipeline tracking, deal registration, and field enablement across multiple global regions.
- Lead Hyperscaler Scaling Execution: Serve as the primary driver for all tactical and operational initiatives across your assigned Hyperscaler. This involves hands-on management of technical integrations, joint solution launches, compliance, and internal readiness to meet partnership milestones.
- Matrixed Organizational Influence & Leadership: Effectively influence and align highly matrixed internal teams (Product, Engineering, Sales, Finance, Legal) across multiple time zones to deliver on joint partnership commitments and accelerate execution timelines. You will lead the execution narrative internally.
- Accountability to the Business: Assume ownership and be fully accountable for delivering on the defined business objectives, operational metrics, and revenue targets tied directly to the Hyperscaler partnerships.
- Develop a Global Constituency: Build deep, trusted relationships and an internal 'constituency' with key stakeholders within the Hyperscaler's organization (e.g., Partner Development Managers, Technical Leads, Field Sales Leaders) to ensure Vonage maintains mindshare and priority.
- Help deliver top of funnel opportunities for our sales teams to co-sell with our hyperscaler partners.
Requirements
- 10+ years of professional experience, with a significant focus on Hyperscaler Partnership Management, Partner Sales Execution, or Alliance Management at a high-growth SaaS, CPaaS, or cloud-focused technology company.
- Bachelor’s Degree in Business, Technology, or a related field.
- Demonstrable experience defining and implementing high-impact processes to scale a technical alliance program.
- Proven experience with Hyperscaler Marketplaces (e.g., creating presence, managing private offers, dealing with compliance, working with the technical, operational and financial aspects of the platform).
- Experience executing against and achieving joint sales/revenue goals tied to a Hyperscaler partnership. Quota will be a component of the compensation structure.
Benefits
- World Class Partner Offerings; Comms and Identity capabilities designed for ISV, Hyperscaler, CSP, GSI/SI and Dev Ecosystem partners.
- Incredibly engaged Product, Marketing, Operations and Leadership teams invested in your outcomes.
- Hyperscaler Partnerships are a key component of our Growth Strategy, we will equip you with the team and tools to execute.
- Competitive compensation structure
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Hyperscaler Partnership ManagementPartner Sales ExecutionAlliance ManagementOperational Process DesignTechnical IntegrationsCompliance ManagementRevenue Target AchievementPipeline TrackingDeal RegistrationCo-sell Motion
Soft skills
InfluenceLeadershipRelationship BuildingAccountabilityCollaborationCommunicationStrategic ThinkingProblem SolvingCross-functional Team AlignmentStakeholder Management
