Director of Hyperscaler Alliances & Marketplaces

Lumen; Dover (DE); On-site; USD 167,000 - 223,000; Full time

Job summary

Lumen is seeking an accomplished Director of Strategic Alliances & Marketplaces to lead a team that turns partnerships and digital marketplaces into measurable revenue and pipeline. You will own major hyperscaler relationships while driving commercial discipline, marketplace economics, and co-sell motions across the partner ecosystem.

In this executive role, you will connect strategy to execution, mobilize teams across Sales, Product, Marketing, and Legal to accelerate pipeline and bookings,

Qualifications

• Twelve plus years of experience in strategic alliances, business development, cloud marketplaces, partner strategy, or related commercial roles.
• Demonstrated experience working within major technology ecosystems such as Microsoft, AWS, Google, Palo Alto Networks or comparable strategic technology partners.
• Deep knowledge of partner commercial 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, with experience in cloud, cybersecurity, networking, telecommunications, or enterprise technology. 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.
• 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 roles

Executive communication

Cross-functional leadership

Negotiation

Education

Bachelor’s degree or equivalent

Advanced business degree (plus)

Job description

Lumen is seeking an accomplished Director of Strategic Alliances & Marketplaces to lead a team that turns partnerships and digital marketplaces into measurable revenue and pipeline. You will own major hyperscaler relationships while driving commercial discipline, marketplace economics, and co-sell motions across the partner ecosystem.

In this executive role, you will connect strategy to execution, mobilize teams across Sales, Product, Marketing, and Legal to accelerate pipeline and bookings,