About the role

Vercel is hiring a Strategic Product Partnerships Lead to develop first-of-a-kind partnerships that inflect the company's growth. Done well, these partnerships open distribution for our products, create new pipeline for our field teams, and/or add new capabilities to our platform. This is a highly cross-functional and technical role: you will spend as much time with product and engineering leaders as with commercial ones, internally and externally.

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.

This is a hybrid position, requiring 3 days per week (Monday, Tuesday, Friday) in one of our San Francisco, Austin, or New York City offices.

What you'll do

• 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

What you need

• 8+ years developing, negotiating, and executing complex commercial agreements, ideally at a platform, infrastructure, cloud, or developer tools company
• 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
• Experience structuring deals with significant technical surface area: platform integrations, embedded or whitelabeled product, licensing, infrastructure and compute commitments. You can hold a credible conversation with a partner's product and engineering teams about agents, inference, model routing, and cloud infrastructure
• Experience creating and driving strategy, and getting an organization to fund it
• Comfortable leading cross-functional teams you do not manage, through Product, Engineering, Legal, Finance, and Sales
• Strong agency and comfort with ambiguity. You decide what to work on and can defend the choice
• Excellent written and verbal communication with executives on both sides of the table

Bonus if you

• 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

Compensation & 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 salary range for this role is $194,000 - $237,000, plus an annual company target bonus. 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.