DigitalOcean is architecting the AI-Native Cloud for the next generation of AI innovators, and we are seeking a driven Senior Director of Business Development to join our Strategic Partnerships team. In this high-impact business development role, you will spearhead our alignment with leaders in the AI ecosystem, forging critical product and distribution partnerships. We are looking for an expert with deep market insight into the AI landscape, specifically AI model developers, and the negotiation acumen to structure high-value, bespoke commercial agreements. As the primary architect of these partnerships, you will bridge cutting-edge AI technology with DigitalOcean's platform. Reporting to the VP of Strategic Partnerships, you will identify new business opportunities, navigate complex negotiations to catalyze business growth, driving our trajectory as a leader in the global AI-Native Cloud market.
What You'll Do:- Proactively identify emerging AI market opportunities and define partnership playbooks to address them.
- Partner with Product and Engineering leadership to secure alliances with premier AI technology providers, directly enhancing DigitalOcean's AI-Native Cloud capabilities.
- Orchestrate the end-to-end evaluation of potential partners, managing all engagement facets across internal stakeholders and external executives.
- Develop and advocate for optimal business models, including marketplace, OEM, referral, or M&A, aligned with DigitalOcean's long-term strategic vision.
- Drive the execution of commercial agreements by leading negotiations in concert with Finance and Legal teams.
- Orchestrate seamless transitions to Product and Go-To-Market organizations, ensuring the long-term expansion of new strategic partnerships.
Key Metrics: - Strategic Partnership Velocity: Measure the quantity and caliber of new partnerships that strengthen DigitalOcean's platform capabilities and market presence.
- Innovation Influence: Quantify the introduction of new features or products directly resulting from partnership initiatives.
What You'll Add to DigitalOcean:- Proven expertise in building strategic technology partnerships within the AI and cloud computing sectors.
- Demonstrated success negotiating complex agreements, including OEM, revenue share, and bespoke commercial models.
- Exceptional interpersonal skills with a proven ability to influence C-suite stakeholders and articulate a transformative vision.
- Robust technical acumen with the ability to navigate and communicate sophisticated technological frameworks.
- Deep familiarity with the AI ecosystem including the AI model providers.
- Strategic mindset capable of syncing partnership initiatives with high-level corporate objectives.
- Bilingual fluency in Mandarin and English.
Compensation Range: *This is a hybrid role
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