Strategic Partnerships Leader - Hyperscalers

Say hello to possibilities.

It's not everyday that you consider starting a new career. We're RingCentral, and we're happy that someone as talented as you is considering this role.

First, a little about us, we're a global leader in cloud-based communications and collaboration software. We are fundamentally changing the nature of human interaction-giving people the freedom to connect powerfully and personally from anywhere, at any time, on any device.

We're a $1.5 billion company that's growing at 30+% annually and we're expanding our Global Operations Team to make sure we stay ahead of the competition.

We're currently looking for: Strategic Partnerships Leader to spearhead our hyperscaler alliances with companies such as AWS, Google, Microsoft, Salesforce, ServiceNow, etc. This leader will play a pivotal role in driving joint go-to-market (GTM) strategies, creating scalable revenue opportunities, and delivering business outcomes that align with RingCentral's growth objectives. As a key member of the Global Strategic Partnerships team, this individual will lead the strategy, execution, and management of these high-impact relationships, unlocking value for RingCentral, our partners, and our customers.

Key Responsibilities:

Strategic Alliance Management:

• Serve as the business owner and relationship lead for partnerships with hyperscalers (AWS, Google, Microsoft, Salesforce, etc).

• Establish and nurture strong relationships across multiple functions within each partner organization, including sales, marketing, product, and executive leadership.

• Drive alignment on shared business goals, priorities, and KPIs to maximize joint success.

Go-to-Market (GTM) Execution:

• Develop and execute comprehensive GTM strategies to expand RingCentral's presence and revenue streams within each hyperscaler's ecosystem.

• Collaborate with internal teams and partners to craft compelling co-selling motions, lead-sharing programs, and joint solution offerings.

• Leverage marketplace opportunities, where applicable, to drive incremental pipeline and customer acquisition.

Revenue Growth:

• Own and achieve revenue and pipeline targets associated with hyperscaler partnerships.

• Drive funnel acceleration, increased win rates, and expansion ARR through co-selling and strategic initiatives.

• Identify and unlock new Total Addressable Market (TAM) opportunities with hyperscaler partners.

Integration and Enablement:

• Work closely with RingCentral's Product and Engineering teams to identify and execute joint product integrations that enhance customer value.

• Drive enablement for RingCentral and partner sales teams, ensuring alignment on value propositions, messaging, and engagement strategies.

Cross-Functional Leadership:

• Act as the central point of coordination between internal teams (Sales, Marketing, Product, Finance) and hyperscaler partners.

• Lead cross-functional initiatives to ensure timely execution of partnership objectives and deliverables.

Market and Competitive Analysis:

• Stay informed on hyperscaler trends, competitive landscapes, and partner strategies.

• Provide insights and recommendations to executive leadership for enhancing RingCentral's positioning and value proposition.

Qualifications:

• Experience: 15+ years of experience in strategic alliances, business development, or enterprise sales, with a proven track record of driving revenue growth through hyperscaler partnerships.

• Domain Knowledge: Deep understanding of hyperscalers' ecosystems (AWS, Google, Microsoft, Salesforce, etc), cloud technologies, and the SaaS business model.

• Leadership: Demonstrated ability to influence and lead cross-functional teams in a matrixed organization.

• People Management: Proven experience in building and managing high-performing teams, including hiring, coaching, and developing talent. Skilled at fostering collaboration, accountability, and alignment within diverse and geographically dispersed teams. At least 7+ years of people management experience.

• Results-Oriented: Proven track record of achieving and exceeding revenue, pipeline, and partnership objectives.

• Communication Skills: Exceptional interpersonal, negotiation, and executive communication skills.

• Analytical Skills: Strong ability to assess data, identify trends, and create actionable strategies.

• Education: Bachelor's degree in Business, Technology, or related field (MBA preferred).

RingCentral's Global Ops team works collaboratively to provide cohesive support and strategy that build, nurture and lead all aspects of the business. That's why we're the largest and fastest-growing pure-play provider in our space, with a market capitalization of over $18 billion, 30%+ annual growth and a $.1.5 billion annual revenue run-rate. RingCentral has become the #1 global cloud-based communications provider because we're not just selling solutions; we're changing the nature of communications. This is an opportunity to lead a massive change in the way teams and organizations collaborate.

RingCentral's work culture is the backbone of our success. And don't just take our word for it: we are recognized as a Best Place to Work by Glassdoor, the Top Work Culture by Comparably and hold local BPTW awards in every major location. Bottom line: We are committed to hiring and retaining great people because we know you power our success. RingCentral offers on-site, remote and hybrid work options optimized for the ways we work and live now.

About RingCentral

RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone(MVP) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world.

RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

If you are hired in California, the compensation range for this position is between $100,000 and $187,200 for full-time employees, in addition to eligibility for variable pay, equity, and benefits. Benefits may include, but are not limited to, health and wellness, 401k, ESPP, vacation, parental leave, and more! The salary may vary depending on your location, skills, and experience