Director, Hyperscaler Alliances & Digital Marketplaces

Lumen; Trenton (NJ); On-site; USD 167,000 - 223,000; Full time

Job summary

Lumen is the trusted network for AI-powered connectivity. We are seeking a Director of Strategic Alliances & Marketplaces to lead a team that drives partner programs, marketplace strategy, and co-sell motions to create measurable growth.

This executive will manage key hyperscaler relationships, align commercial terms, and mobilize cross-functional teams to convert opportunities into pipeline and revenue. Strong leadership and executive influence are essential.

Qualifications

• 12+ years of experience in strategic alliances, business development, cloud marketplaces, partner strategy, or related commercial roles.
• Experience with major technology ecosystems such as Microsoft, AWS, Google, Palo Alto Networks, or comparable strategic technology partners.
• Deep knowledge of partner 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; advanced business degree is a plus.

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.

Skills

Strategic alliances

Business development

Cloud marketplaces

Partner strategy

Co-sell motions

Executive communication

Financial acumen

Cross-functional leadership

Education

Bachelor’s degree or equivalent

Job description

Lumen is the trusted network for AI-powered connectivity. We are seeking a Director of Strategic Alliances & Marketplaces to lead a team that drives partner programs, marketplace strategy, and co-sell motions to create measurable growth.

This executive will manage key hyperscaler relationships, align commercial terms, and mobilize cross-functional teams to convert opportunities into pipeline and revenue. Strong leadership and executive influence are essential.