Strategic Product Partnerships Lead

The shape of it

In the posting’s own words

You will report to the Head of Strategic Partnerships and own a named set of partners that includes hyperscalers, frontier AI labs, silicon vendors, and commerce and enterprise software platforms. The work takes a different shape with each one, but the common thread is that these partnerships live close to the product: embedding Vercel inside a partner's platform, co-building new products, taking a joint offering to enterprises that neither company could sell alone.

What it asks for · 1

• A track record of initiating partnerships that had no precedent, with companies significantly larger than your own. You can walk through the terms you won and the ones you gave up

Also a plus

• Have done partnerships at or with a hyperscaler, a frontier AI lab, or a large commerce or enterprise software platform
• Have structured technology licensing, OEM, or embedded distribution agreements
• Started in a technical role (engineering, solutions architecture, or technical product) before moving into commercial work

What the job covers

• Own a named set of strategic partners end to end, from first conversation through signed agreement to launch and growth
• Identify and develop new partnerships with the companies that matter most to Vercel's strategy across AI, cloud, commerce, and enterprise software
• Build the business case: size the opportunity, scope the product and engineering investment it requires, and give leadership a clear recommendation, including when the recommendation is to pass
• Lead negotiations end to end, structuring commercial agreements that are new to Vercel and often new to the partner: revenue share, embedded pricing, co-sell commitments, marketplace terms
• Lead cross-functional teams across Product, Engineering, Sales, Marketing, Finance, and Legal to take a signed agreement to launch
• Run deals with structure: clear milestones, agreed measures of success on both sides, and the judgment to stop the ones that are not working

Tools and skills named

Words the posting leans on

• product11×
• partnerships8×
• engineering6×
• platform6×
• agreements5×
• partner5×
• commercial4×
• end4×
• technical4×
• cloud3×
• commerce3×
• cross-functional3×
• embedded3×
• enterprise software3×
• infrastructure3×
• lead3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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