Strategic Partnerships & Cloud Ecosystems Lead

GMI Cloud, Inc; Mountain View (CA); On-site; USD 150,000 - 240,000; Full time

Job summary

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

The ideal candidate combines strong relationship-building with commercial judgment and a track record of turning partnerships into measurable business outcomes.

Qualifications

• 5–10 years of experience in strategic partnerships, business development or cloud alliances.
• Proven track record of building partnerships or ecosystem programs from 0 to 1.
• Experience negotiating contracts, pricing, credits, procurement terms, or related commercial agreements.

Responsibilities

• Build and manage strategic partnerships with AWS, Microsoft Azure, Google Cloud, OpenAI, Anthropic, xAI and other AI/tech leaders.
• Develop relationships with partner sales, solution architects, product leaders and ecosystem teams to surface joint opportunities.
• Drive cloud marketplace listings, partner programs, technical integrations, and co-sell opportunities.
• Lead negotiations across contracts, pricing, credits, procurement terms and capacity commitments.
• Manage vendor and procurement discussions to secure pricing and favorable terms.
• Identify opportunities to leverage platform adoption and spend for preferred pricing and GTM collaboration.
• Develop joint go-to-market programs including referrals, co-events, webinars, case studies, and co-marketing campaigns.
• Collaborate with Product and Solutions Engineering to scope and launch partner integrations.
• Represent GMI Cloud at cloud, AI, and developer ecosystem events.

Skills

Strategic partnerships

Business development

Cloud alliances

AI infrastructure

Developer platforms

Negotiation

Relationship management

Tools

Cloud marketplaces

Partner programs

Job description

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

The ideal candidate combines strong relationship-building with commercial judgment and a track record of turning partnerships into measurable business outcomes.