We are seeking an experienced, strategic Hyperscaler National Account Manager to lead and grow relationships with hyperscale cloud providers and drive multi-year commercial partnerships. This role will own national-level account strategy, revenue attainment, contract negotiation, cross-functional coordination, and executive-level relationship management across a portfolio of hyperscaler accounts.
Primary Responsibilities and Essential Functions- Develop and execute national account strategies to grow revenue, expand service offerings, and improve partner engagement with one or more hyperscalers (Global Cloud Network Providers)
- Own full-sales lifecycle for assigned hyperscaler relationships including pipeline development, forecasting, deal structuring, pricing approvals, contract negotiation, and close
- Collaborate cross-functionally (solutions engineering, professional services, legal, finance, marketing, partner management) to design scalable offers, joint solutions, and enablement programs tailored to hyperscaler priorities
- Negotiate and manage commercial agreements, incentives, and rebate programs; ensure compliance with partner contractual terms
- Translate hyperscaler roadmaps and product announcements into commercial opportunities and internal enablement
- Serve as the primary escalation point for operational, commercial, and contractual issues; resolve conflicts to protect revenue and relationships
- Monitor market trends, competitor activity, and hyperscaler strategic shifts to adjust account plans and capture new opportunities
- Mentor and enable junior account managers or partner-facing sellers as needed
Skills and QualificationsMinimum - Bachelor's degree in related discipline and 6 years' experience in a related field. The right candidate could also have a different combination, such as a master's degree and 4 years' experience; a Ph.D. and 1 year of experience; or in lieu of a degree, 10 years of relevant experience will be considered.
- Extensive experience in enterprise sales, partner management, or strategic alliances, with hands-on responsibility for managing hyperscaler or cloud-provider relationships at a national or global level.
- Proven track record of selling and closing complex, multi-million-dollar deals with hyperscalers or large cloud customers.
- Strong executive presence with demonstrated experience engaging C-level stakeholders and negotiating commercial contracts.
- Excellent cross-functional leadership skills; experience coordinating sales, engineering, marketing, and finance to deliver joint outcomes.
- Strong financial acumen: ability to build business cases, model revenue impacts, and manage quota and forecasting.
- Outstanding communication, presentation, and influence skills.
- Willingness to travel frequently and work across time zones
Preferred- Prior experience working inside a hyperscaler or in a hyperscaler partner management role.
- Experience with channel programs, MSP/ISP partner enablement, and cloud marketplace commercialization.
- BS/BA degree or equivalent discipline strongly desired.
- Familiarity with enterprise verticals such as financial services, healthcare, manufacturing, or public sector.
Key Competencies:- Strategic Account Planning: Develop and execute long-term account plans aligned to hyperscaler priorities and business outcomes
- Influencing & Communication: Persuasive presentation, storytelling, and stakeholder management skills
- Executive Relationship Management: Build and sustain C-suite and senior stakeholder relationships; influence decision-making
- Change & Market Awareness: Monitor market trends, competitor activity, and hyperscaler roadmap shifts; adapt strategy
USD 123,300.00 - 184,900.00 per year
Compensation:Compensation includes a base salary in the range of $123,300.00 - $184,900.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $81,000.00.
Benefits:The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
EOE, including disability/vets
