Job SummaryThe Vice President, Hyperscaler Commercial Strategy & Partnerships will own the commercial strategy and deal management for Rackspace's relationships with major hyperscale cloud providers, including AWS, Microsoft Azure, and Google Cloud. Reporting directly to the CFO, this leader will structure deal economics, negotiate partnership agreements and incentive programs, and manage the day-to-day commercial relationship with hyperscaler partners. The VP will work closely with Finance leadership to model deal impact, with Sales and Product to align partnership terms with go-to-market execution, and with Legal to negotiate and finalize agreements, ensuring Rackspace captures maximum commercial value from its hyperscaler ecosystem.
Job ResponsibilitiesCommercial Strategy & Deal Structuring- 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 the financial impact of proposed partnership structures.
- Develop and execute the overall commercial roadmap for hyperscaler business growth, aligning partnership strategy with corporate revenue and margin targets.
Partnership & Relationship Management- Serve as the primary relationship owner and executive point of contact for hyperscaler partners on all commercial and deal-related matters.
- Lead negotiation and renewal of Master Partnership Agreements, co-sell frameworks, MDF/incentive programs, and joint go-to-market commercial terms.
- Represent Rackspace at senior levels in hyperscaler partner business reviews (QBRs/EBRs) and executive strategy sessions.
Go-to-Market Alignment- Collaborate cross-functionally with Sales, Product, Marketing, and Legal to ensure hyperscaler commercial agreements translate into executable go-to-market motions.
- Identify new commercial opportunities within the hyperscaler ecosystem, including marketplace listings, co-sell incentives, and joint solutions that expand revenue capture.
- Monitor hyperscaler partner program changes, incentive structure shifts, and competitive dynamics, translating these into actionable commercial strategy adjustments.
Reporting & Cross-Functional Leadership- Track and report on hyperscaler program performance, deal pipeline, and partnership KPIs to the CFO and executive leadership team.
- Build and lead a team (as scope requires) responsible for hyperscaler deal desk support, partner operations, and commercial analysis.
- Represent the hyperscaler commercial function in leadership and planning reviews, providing visibility into deal pipeline and partner dynamics.
Required QualificationsEducation and experience:- Bachelor's degree in Business, Finance, Economics, or a related field (or equivalent experience). MBA preferred.
- 18+ years of progressive experience in commercial strategy, partnership management, business development, or corporate finance, with 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, with the 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.
