Vice President, Hyperscalers

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the complete commercial strategy for Rackspace's partnerships with hyperscalers, encompassing deal structuring, pricing, rebate/incentive programs, and contract negotiations.

• Collaborate with the CFO and Finance leadership to model deal economics, assess ROI, and evaluate financial impacts.

• Create and implement the commercial roadmap for growth in the hyperscaler business, in line with revenue and margin objectives.

• Act as the primary relationship owner and executive point of contact for hyperscaler partners.

• Lead the negotiation and renewal of Master Partnership Agreements, co-sell frameworks, MDF/incentive programs, and joint go-to-market agreements.

• Represent Rackspace at high-level business reviews and executive strategy sessions with hyperscaler partners.

• Work in conjunction with Sales, Product, Marketing, and Legal teams to turn agreements into actionable go-to-market strategies.

• Identify commercial opportunities such as marketplace listings, co-sell incentives, and joint solutions.

• Keep track of changes in partner programs, shifts in incentives, and competitive dynamics, making necessary adjustments to the strategy.

• Monitor and report on program performance, deal pipelines, and partnership KPIs to the CFO and executive leadership.

• Build and lead a team responsible for deal desk support, partner operations, and commercial analysis as needed.

• Represent the hyperscaler commercial function in leadership and planning reviews.

⛳️ Requirements

• A Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent experience.

• Over 18 years of progressive experience in commercial strategy, partnership management, business development, or corporate finance.

• Extensive exposure to hyperscaler or major technology partner ecosystems.

• Proven experience in negotiating and structuring complex commercial agreements, incentive programs, or partnership economics with major cloud providers.

• Strong financial and analytical skills, with the ability to model deal economics and communicate financial implications to executive stakeholders.

• A demonstrated history of operating at a senior leadership level with direct exposure to C-suite decision-making.

• Excellent negotiation, executive presence, and stakeholder management abilities with internal and external senior audiences.

• Preferred prior experience working directly with or alongside AWS, Microsoft Azure, or Google Cloud partner/alliance organizations.

• Familiarity with the marketplace, co-sell, and MDF program mechanics used by major hyperscalers is preferred.

• An MBA is preferred.

🏝️ Benefits

• Equal employment opportunity without regard to protected characteristics.

• Disability and special-needs accommodations available upon request.