Strategic Cloud Partnerships Lead

About the Role:

We are looking for a Senior Partner Manager, AWS to join our Partnerships team. You will play a pivotal role in strengthening our presence within AWS sales teams, aligning to AWS programs and competencies, and building repeatable co-sell motions that drive revenue growth. The ideal candidate will have experience working with hyperscalers, activating field relationships, accelerating joint pipeline and enabling sellers at Vercel and AWS to win together. You will report to the Head of AWS Alliance. This is a hybrid position, based in San Francisco, New York or Austin, with in-office anchor days on Monday, Tuesday, and Friday. For location-specific details, please connect with our recruiting team.

What You Will Do:

Strategic Field Engagement & Co-Sell Leadership

• Own and execute the North America co-sell strategy with AWS, generating high-value pipeline and accelerating revenue growth.
• Embed deeply with AWS field teams to develop joint account plans, territory strategies, and coordinated deal execution alongside Vercel Account Executives.
• Identify, qualify, and advance high-impact co-sell opportunities leveraging AWS programs including ISV Accelerate, AWS Marketplace, and other funding initiatives.
• Lead strategic account mapping sessions, executive business reviews, and regular cadence meetings to ensure alignment and progression of opportunities.
• Manage and optimize pipeline within the AWS ACE (APN Customer Engagement) portal, ensuring co-sell eligibility and seamless coordination with AWS sellers
• Build and activate strategic relationships across the broader AWS Partner Network (including ISVs, GSIs, and consulting partners) to design and execute triangulated go-to-market plays with AWS, driving multi-partner pipeline creation and accelerating enterprise deal cycles.

Partner Enablement & Program Activation

• Translate Vercel’s technical and business value into AWS-aligned engagement plays, driving repeatable, scalable co-sell motions.
• Enable AWS sellers, Partner Development Managers (PDMs), and Partner Solution Architects (PSAs) with technical positioning, customer use cases, and messaging tailored for complex enterprise scenarios.
• Lead joint field marketing and go-to-market initiatives at flagship events such as AWS re:Invent and regional AWS Summits, fostering executive engagement and accelerating pipeline.

Revenue Growth & Pipeline Accountability

• Own measurable co-sell sourced and influenced pipeline, ensuring predictable revenue impact from AWS engagements.
• Track, forecast, and report on key performance metrics including AWS-originated opportunities, influenced revenue, Marketplace transactions, and program participation.
• Diagnose regional and account-level performance gaps, designing and executing targeted engagement plans to accelerate growth.

Cross-Functional & Executive Alignment

• Build and maintain trusted executive relationships across AWS and Vercel, including field sellers, PDMs, PSAs, and regional sales leadership.
• Collaborate internally across Sales, Marketing, Partner Operations, and Leadership to remove execution blockers and ensure alignment on joint priorities.

About You:

• 5+ years of senior partner sales, alliances, or channel leadership experience within SaaS or cloud infrastructure
• Proven success co-selling with hyperscale cloud providers, particularly AWS, with deep understanding of their field organization and GTM motions
• Track record leading account mapping sessions, territory planning, and executive business reviews in complex enterprise environments
• Strong technical acumen, with the ability to understand and articulate Vercel’s platform capabilities, web technologies, and digital transformation solutions
• Exceptional ability to navigate matrixed organizations, influence multiple stakeholders, and drive consensus at the executive level
• Data-driven and metrics-oriented, translating co-sell activities into tangible revenue outcomes
• Thrive in fast-paced, high-growth environments with evolving priorities
• Collaborative team leader who fosters cross-functional success and contributes to strategic decision-making.

Benefits:

• Competitive compensation package, including equity.
• Inclusive Healthcare Package.
• Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.
• Flexible Time Off.
• We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.

The San Francisco, CA OTE pay range for this role is $175,000 - $270,000. 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.

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.