Global Cloud Partnerships & Ecosystems Lead

GMI Cloud; Mountain View (CA); On-site; USD 150,000 - 190,000; Full time

Job summary

GMI Cloud in Mountain View, CA, is seeking an experienced Strategic Partnerships professional to build and grow relationships across the global cloud and AI ecosystem. You will own partnerships with hyperscalers, model companies, and technology platforms, driving commercial terms, pricing, credits, and joint go-to-market opportunities.

The ideal candidate combines relationship-building with strong business acumen and a track record of turning partnerships into measurable outcomes across cloud

Qualifications

• 5–10 years in strategic partnerships or related tech sectors.
• Proven track record with hyperscalers or major tech partners.
• Experience building ecosystems from 0 to 1.
• Experience negotiating contracts, pricing, credits, procurement terms.
• Strong commercial judgment on pricing and deal value.
• Ability to manage both business and technical stakeholders.
• Solid understanding of cloud infra, GPUs, AI inference, APIs.
• Excellent communication and negotiation skills.
• Self-driven and independent in a fast-growing AI infra environment.

Responsibilities

• Build and manage strategic partnerships with AWS, Azure, Google Cloud, OpenAI, and others.
• Develop relationships with partner sales, architects, and product leaders for joint opportunities.
• Drive cloud marketplace listings, partner programs, and co-sell opportunities.
• Lead negotiations on contracts, pricing, credits, and provisioning terms.
• Coordinate vendor discussions to secure competitive pricing and terms.
• Identify opportunities for preferred pricing and GTM collaboration.
• Develop joint go-to-market programs: referrals, co-events, case studies.
• Collaborate with Product and Solutions Engineering on partner integrations.
• Represent GMI Cloud at cloud/AI ecosystem events.
• Engage startups programs, accelerators, and VC partners as acquisition channels.
• Track partner-sourced/influenced pipeline and revenue impact.

Skills

Strategic partnerships

Business development

Cloud alliances

Negotiation

Relationship management

Commercial judgement

Stakeholder management

AI infrastructure knowledge

Job description

GMI Cloud in Mountain View, CA, is seeking an experienced Strategic Partnerships professional to build and grow relationships across the global cloud and AI ecosystem. You will own partnerships with hyperscalers, model companies, and technology platforms, driving commercial terms, pricing, credits, and joint go-to-market opportunities.

The ideal candidate combines relationship-building with strong business acumen and a track record of turning partnerships into measurable outcomes across cloud