Senior Business Development Manager - Cloud Partnership

ByteDance; San Jose (CA); On-site; USD 190,000 - 360,000; Full time

Job summary

ByteDance is seeking a senior leader to originate and secure next-generation cloud and AI infrastructure supply as the company scales globally. You will shape sourcing strategy, open new supply paths, and own executive relationships enabling large-scale commitments.

The role requires navigating cross-functional teams, designing flexible commercial structures, and driving end-to-end engagements from origination to delivery governance.

Qualifications

• Bachelor’s degree in Engineering, Business, Supply Chain, Finance, or related field.
• 5+ years in sourcing, business development, partnerships, or commercial roles.
• Experience leading multi-hundred-million to multi-billion USD engagements end-to-end.
• Existing executive network across hyperscalers or large tech companies.
• Direct multi-vendor, cross-cloud negotiation experience.
• Strong financial acumen: TCO, deal modeling, margin design.
• Excellent written and verbal English communication with executive briefing ability.

Responsibilities

• Originate new capacity opportunities across hyperscalers, neoclouds, JV/BYODC arrangements, capacity sublease, and cross-cloud portfolio optimization.
• Lead end-to-end strategy, negotiation, contracting, and delivery governance for large-scale, multi-year cloud and infrastructure commitments.
• Build and maintain executive-level relationships with hyperscalers and AI infrastructure providers at director+ and C-level.
• Drive cross-functional programs spanning legal, finance, tax, treasury, capacity planning, and datacenter engineering.
• Develop reusable deal frameworks, negotiation playbooks, market intelligence templates, and model decision rules; coach juniors.
• Manage vendor performance and escalation with vendor executives to resolve disputes.

Skills

Executive network

Sourcing

Business development

Strategic partnerships

Multi-vendor negotiations

Financial acumen

TCO analysis

Deal modeling

Cross-cloud deals

Education

Bachelor’s degree in Engineering, Business, Supply Chain, Finance, or related field

Job description

Responsibilities

About the Role As ByteDance's global infrastructur e footprint scales into the multi-billion-dollar range across public cloud, GPU capacity, power, and datacenter resources, we are looking for an expert leader to originate and secure the next generation of supply. This role goes well beyond running deals against a defined demand plan: it is expected to shape the company's cloud sourcing strategy, open new supply paths that do not exist today, and personally own the executive relationships that make large-scale, multi-year commitments possible. The person in this role serves as the company's representative to the cloud and AI infrastructure industry on the supply side, and partners directly with engineering, finance, legal, and business leadership to convert strategic supply opportunities into signed, delivered capacity.

Key Responsibilities

• Originate new capacity opportunities across hyperscalers, neoclouds, joint ventures, BYODC (Bring Your Own Data Center) arrangements, capacity sublease, and cross-cloud portfolio optimization; identify structural gaps in the supply market and convert them into executable programs for ByteDance.
• Lead end-to-end strategy, negotiation, contracting, and delivery governance for large-scale, multi-year cloud and infrastructure commitments — including the design of complex commercial structures that optimize flexibility, protect margin, and minimize total cost of ownership across the portfolio.
• Build and maintain executive-level relationships with hyperscalers and emerging AI infrastructure providers at the director+ and C-level, while owning upward communications with the CEO and senior leadership through deal recommendations, tradeoff analyses, risk disclosures, and decision-forcing briefs on major sourcing commitments.
• Lead cross-functional programs spanning legal, finance, tax, treasury, capacity planning, datacenter engineering, power sourcing, and business teams; align competing priorities and drive decisions on tight timelines.
• Build reusable methodology and playbooks — deal frameworks, negotiation strategies, market intelligence templates, and decision models — and coach junior team members on their application.
• Manage vendor performance and escalation at the senior level, resolving delivery, service, and commercial disputes directly with vendor executives when standard channels are insufficient.

Qualifications

Minimum Qualifications

• Bachelor's degree in Engineering, Business, Supply Chain, Finance, or a related field
• 5+ years of experience in sourcing, business development, strategic partnerships, or commercial roles, with a strong preference for cloud, datacenter, semiconductor, or AI infrastructure industries.
• Demonstrated track record of leading multi-hundred-million to multi-billion-USD commercial engagements end-to-end, from origination through signature and delivery governance.
• An existing executive network across hyperscalers and/or major technology companies at the director+ level, with the ability to open doors and drive senior-level dialogue independently.
• Direct experience negotiating multi-vendor, cross-cloud portfolio deals, including complex commercial structures.
• Strong financial acumen, including hands-on capability in TCO analysis, deal modeling, margin engineering, and commercial term design.
• Excellent written and verbal communication in English, including the ability to author executive-grade briefs and represent the company at the C-level.

Preferred Qualifications

• Prior experience on the vendor side, hyperscaler sales, business development, partner, or strategic accounts leadership, providing insight into how the counterparty thinks and decides.
• Deep working understanding of AI infrastructure economics: GPU supply cycles, HBM and networking supply constraints, liquid cooling, and datacenter power/cooling/land dynamics.
• Track record of building or scaling a sourcing function, including team leadership, playbook development, and methodology ownership.
• International and cross-cultural negotiation experience across US, EU, and APAC markets, with comfort operating across time zones.
• Advanced degree (MBA, JD, or relevant Master's) in a related discipline.

About Us

Founded in 2012, ByteDance's mission is to inspire creativity and enrich life. With a suite of more than a dozen products, including TikTok, Lemon8, CapCut and Pico as well as platforms specific to the China market, including Toutiao, Douyin, and Xigua, ByteDance has made it easier and more fun for people to connect with, consume, and create content.

Why Join ByteDance

Inspiring creativity is at the core of ByteDance's mission. Our innovative products are built to help people authentically express themselves, discover and connect – and our global, diverse teams make that possible. Together, we create value for our communities, inspire creativity and enrich life - a mission we work towards every day.

As ByteDancers, we strive to do great things with great people. We lead with curiosity, humility, and a desire to make impact in a rapidly growing tech company. By constantly iterating and fostering an "Always Day 1" mindset, we achieve meaningful breakthroughs for ourselves, our Company, and our users. When we create and grow together, the possibilities are limitless. Join us.

Diversity & Inclusion

ByteDance is committed to creating an inclusive space where employees are valued for their skills, experiences, and unique perspectives. Our platform connects people from across the globe and so does our workplace. At ByteDance, our mission is to inspire creativity and enrich life. To achieve that goal, we are committed to celebrating our diverse voices and to creating an environment that reflects the many communities we reach. We are passionate about this and hope you are too.

Reasonable Accommodation

ByteDance is committed to providing reasonable accommodations in our recruitment processes for candidates with disabilities, pregnancy, sincerely held religious beliefs or other reasons protected by applicable laws. If you need assistance or a reasonable accommodation, please reach out to us at https://tinyurl.com/RA-request

Job Information

【For Pay Transparency】Compensation Description (Annually)

The base salary range for this position in the selected city is $189800 - $360000 annually. Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience, and location. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives, and restricted stock units. Benefits may vary depending on the nature of employment and the country work location. Employees have day one access to medical, dental, and vision insurance, a 401(k) savings plan with company match, paid parental leave, short-term and long-term disability coverage, life insurance, wellbeing benefits, among others. Employees also receive 10 paid holidays per year, 10 paid sick days per year and 17 days of Paid Personal Time (prorated upon hire with increasing accruals by tenure). The Company reserves the right to modify or change these benefits programs at any time, with or without notice.

For Los Angeles County (unincorporated) Candidates:

• Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state, and local laws including the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Our company believes that criminal history may have a direct, adverse and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment:

1. Interacting and occasionally having unsupervised contact with internal/external clients and/or colleagues;
2. Appropriately handling and managing confidential information including proprietary and trade secret information and access to information technology systems;
3. Exercising sound judgment.