Director: Hyperscaler Alliances & Marketplaces

Lumen; Phoenix (AZ); On-site; USD 152,000 - 203,000; Full time

Benefits offered by this job

Health benefits

Life insurance

Bonus program

Job summary

Lumen is seeking an experienced Director, Strategic Alliances & Marketplaces to lead a team driving partner programs and marketplace economics that generate pipeline and revenue. You will own key hyperscaler relationships and craft co-sell motions across sales, product, and legal teams.

You will translate ecosystem opportunities into measurable business outcomes, build scalable commercial motions, and influence executives to accelerate execution in a fast-moving AI-ready connectivity environment.

Qualifications

• Twelve plus years of experience in strategic alliances, business development, cloud marketplaces, or related commercial roles.
• Demonstrated experience working within major technology ecosystems such as Microsoft, AWS, Google, Palo Alto Networks or comparable partners.
• Deep knowledge of partner programs, incentives, funding mechanisms, co-sell structures, and marketplace economics.
• Proven ability to translate ecosystem opportunities into measurable pipeline, bookings, revenue, or other commercial outcomes.
• Experience developing and scaling marketplace, co-sell, or ecosystem-led sales motions.

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

Commercial programs

Co-sell motions

Executive communication

Cross-functional leadership

Negotiation

Education

Bachelor’s degree or equivalent

Advanced business degree (plus)

Job description

Lumen is seeking an experienced Director, Strategic Alliances & Marketplaces to lead a team driving partner programs and marketplace economics that generate pipeline and revenue. You will own key hyperscaler relationships and craft co-sell motions across sales, product, and legal teams.

You will translate ecosystem opportunities into measurable business outcomes, build scalable commercial motions, and influence executives to accelerate execution in a fast-moving AI-ready connectivity environment.