Vice President, Hyperscalers
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Job Description
Rackspace VP leading commercial strategy and partnerships with AWS, Azure, and Google Cloud. Structuring deals, negotiating incentives, and driving hyperscaler revenue growth.
Responsibilities:
- Own end-to-end commercial strategy for Rackspace's hyperscaler partnerships, including deal structuring, pricing, rebate/incentive programs, and contract negotiation
- Partner with the CFO and Finance leadership to model deal economics, evaluate ROI, and assess financial impact
- Develop and execute the commercial roadmap for hyperscaler business growth, aligned with revenue and margin targets
- Serve as primary relationship owner and executive point of contact for hyperscaler partners
- Lead negotiation and renewal of Master Partnership Agreements, co-sell frameworks, MDF/incentive programs, and joint go-to-market terms
- Represent Rackspace at senior-level hyperscaler partner business reviews and executive strategy sessions
- Collaborate with Sales, Product, Marketing, and Legal to translate agreements into executable go-to-market motions
- Identify commercial opportunities including marketplace listings, co-sell incentives, and joint solutions
- Monitor partner program changes, incentive shifts, and competitive dynamics, and adjust strategy
- Track and report program performance, deal pipeline, 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 scope requires
- Represent the hyperscaler commercial function in leadership and planning reviews
Requirements:
- Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent experience
- 18+ years of progressive experience in commercial strategy, partnership management, business development, or corporate finance
- Significant exposure to hyperscaler or major technology partner ecosystems
- Demonstrated experience negotiating and structuring complex commercial agreements, incentive programs, or partnership economics with major cloud providers
- Strong financial and analytical acumen, including ability to model deal economics and communicate financial implications to executive stakeholders
- Proven track record operating at a senior leadership level with direct exposure to C-suite decision-making
- Excellent negotiation, executive presence, and stakeholder management skills across internal and external senior audiences
- Prior experience working directly within or in partnership with AWS, Microsoft Azure, or Google Cloud partner/alliance organizations preferred
- Familiarity with marketplace, co-sell, and MDF program mechanics used by major hyperscalers preferred
- MBA preferred
Benefits:
- Equal employment opportunity without regard to protected characteristics
- Disability and special-needs accommodation available upon request
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