The RoleThe Director, Strategic Alliances & Marketplaces, will lead a team of professionals that will turn Lumen's strategic technology partnerships and digital marketplaces into measurable business outcomes.This executive leader will own key hyperscaler and technology relationships while bringing commercial discipline, strategic focus, and operational rigor to the partner ecosystem.Success requires deep expertise in partner commercial programs, marketplace economics, incentives, contractual structures, and co-sell motions. This leader will connect strategy to execution, mobilizing teams across the organization to convert ecosystem opportunities into pipeline, revenue, customer acquisition, and solution adoption.The Main Responsibilities- Translate partner programs, incentives, funding mechanisms, commercial terms, and marketplace economics into actionable growth opportunities for Lumen.
- Lead, Manage and Develop a Team of Professionals
- Identify and activate opportunities to increase partner-led pipeline, bookings, customer acquisition, solution adoption, and seller engagement.
- Lead marketplace strategy and execution, including listings, private offers, joint offers, transactable solutions, and partner consumption programs.
- Partner with Sales and Product to develop scalable co-sell, marketplace, and ecosystem-led commercial motions.
- Build business cases and commercial models that assess strategic opportunities, required investments, economics, and expected returns.
- Establish visibility and accountability for partner-sourced and partner-influenced pipeline, marketplace performance, program utilization, and commercial outcomes.
- Influence across Sales, Product, Marketing, Finance, Legal, Operations, and partner organizations to remove barriers and accelerate execution.
What We Look For in a Candidate- Twelve plus years of experience in strategic alliances, business development, cloud marketplaces, partner strategy, or related commercial roles.
- Demonstrated experience working within major technology ecosystems such as Microsoft, AWS, Google, Palo Alto Networks or comparable strategic technology partners.
- Deep knowledge of partner commercial programs, incentives, funding mechanisms, co-sell structures, marketplace economics, contractual structures, and commercial terms.
- Proven ability to translate ecosystem opportunities and partner programs into measurable pipeline, bookings, revenue, customer acquisition, solution adoption, or other commercial outcomes.
- Experience developing and scaling marketplace, co-sell, or ecosystem-led sales motions, including joint business plans, private offers, joint offers, or transactable solutions.
- Strong commercial and financial acumen, including experience developing business cases and evaluating economics, investments, and expected returns.
- Demonstrated ability to navigate complex organizations, mobilize cross-functional teams, and communicate, influence, and negotiate effectively at the executive level.
- Bachelor's degree or equivalent experience, with experience in cloud, cybersecurity, networking, telecommunications, or enterprise technology. Advanced business degree is a plus.
CompensationThis information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.
Location Based Pay Ranges
$152,066 - $202,755 in these states: AL AR AZ FL GA IA ID IN KS KY LA ME MO MS MT ND NE NM OH OK PA SC SD TN UT VT WI WV WY
$159,670 - $212,893 in these states: CO HI MI MN NC NH NV OR RI
$167,273 - $223,031 in these states: AK CA CT DC DE IL MA MD NJ NY TX VA WA
Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.
Learn more about Lumen's:
Benefits
Bonus Structure
Requisition #: 344018
