Director, Hyperscaler Partnerships (AWS, Azure, Google Cloud)

Join Vonage And Help Us Innovate Cloud Communications For Businesses Worldwide!

The Vonage API Partnership Organization is central to Vonage's growth strategy, driving deep operational, technical and commercial integration with the world's leading cloud providers. We execute high-impact initiatives to co-sell, co-innovate, and scale Vonage API solutions globally, transforming how businesses communicate in the digital era.

Why This Job Matters: A Leadership Role In Scaling Our Api Growth

This is a high-impact, sales-driven execution role critical to Vonage's global scaling, reporting to the Global VP of Strategic Partnerships. You will be the primary execution leader for our strategic Hyperscaler Partnerships, currently focused on AWS with near-term expansion into Microsoft Azure and Google Cloud.

This is not a management role, but it is a critical leadership position with significant room for growth. You will be empowered to define, build, and operationalize the programs needed for success, providing your expertise and driving execution across the entire organization. Your success will be measured by your ability to drive technical execution, influence a complex, matrixed organization, and deliver demonstrable, scaled revenue results from these partnerships.

Key Responsibilities: Define, Build, And Execute For Scale

• 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.

What You'Ll Bring:

• Marketplace Program Builder: Proven track record of building and scaling programs specifically related to Hyperscaler Marketplaces, demonstrating a deep understanding of the transaction models, technical requirements, and strategic value of a "sell-through" model.
• Deep Hyperscaler Scaling Expertise: Proven track record of executing and scaling a partnership within a major Hyperscaler, such as AWS (preferred), Microsoft Azure, or Google Cloud. Experience with joint go-to-market models and co-sell programs is essential.
• Operational Leadership: Demonstrated ability to transition from strategy to execution by designing and implementing efficient, scalable processes that optimize partnership performance and minimize friction points across sales and finance.
• Exceptional Cross-Functional Influence: The ability to command respect and drive results by influencing internal and external teams without direct authority. You must be able to align disparate goals across sales, technical, and product teams globally.
• Sales Execution Mindset: A proactive, results-oriented approach with a clear focus on driving measurable pipeline, revenue, and partnership ROI.
• Technical Literacy: Strong understanding of cloud architecture, APIs, SaaS business models, and CPaaS/CCaaS solutions to credibly engage with both technical and business leaders.

What We'Ll Bring:

 

• 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

Required Experience

• 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.

There’s no perfect candidate. You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you.

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Who We Are:

Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today.

Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.