Director, Hyperscalers

Overview

RingCentral is a $2billion annual revenue company delivering UCaaS, Contact Center, and AI-powered solutions through an open platform. We invest heavily in AI-enabled technology, including our proprietary RingSense AI.
Job Title

Director, Hyperscaler Alliances
Responsibilities

Own and develop executive relationships (SVP/C‑level) with hyperscaler partners across Cloud Infrastructure, Productivity Platforms, Conversational AI, and the partner organization.
Design and lead executive engagement cadence—including QBRs, sponsor meetings, and steering committees—and negotiate partner designations (top‑tier partner, ISV tiers).
Define and execute the multi‑pillar partnership strategy, including commercial negotiations, marketplace fee structures, and co‑investment frameworks.
Identify and advance opportunities for productivity suite and conversational AI integration, SI/ISV channel expansion, and generative AI co‑innovation, driving joint solution development for Healthcare, FSI, Retail, and Public Sector verticals.
Own RingCentral’s Cloud Marketplace presence and co‑sell motion: negotiate listing terms, design warm‑introduction programs, and establish joint RFP inclusion protocols with hyperscaler field sales.
Build and operate partner and field enablement programs—training, certification tracks, technical readiness assets—for productivity and conversational AI integrations.
Lead the strategic AI partnership strategy—defining joint use cases, co‑engineering priorities, and GTM packaging—to differentiate RingSense AI through deep foundational model integration.
Partner with Product and Engineering to accelerate LLM‑powered capabilities on the RingCentral platform (call summaries, agent coaching, sentiment analysis, AI‑driven CX orchestration).
Drive cross‑functional interlock (Product, Engineering, Sales, Marketing, Finance, Legal, CS) to ensure partnership resources and alignment.
Establish joint pipeline governance, funnel tracking, and revenue attribution; champion joint customer success outcomes and expand at‑risk accounts.
Lead and develop the hyperscaler alliance team; serve as the internal ecosystems expert and advisor to executive leadership and product roadmap.
Requirements

12+ years in strategic alliances or business development, 7+ years focused on a major hyperscaler ecosystem (Cloud Infrastructure, Productivity Suites, Generative AI, or Conversational AI).
Proven track record closing and managing complex multi‑party alliance agreements at SVP/C‑level, including marketplace commercial models and co‑sell frameworks.
Deep understanding of UCaaS, CCaaS, and CX/EX technology, with ability to articulate integrated value propositions.
Hands‑on knowledge of enterprise AI (foundational LLMs, conversational AI, AI‑assisted productivity tools) and their application to communications and CX automation.
Executive presence and cross‑functional influence—able to mobilize Product, Engineering, Marketing, Sales, and Finance without direct authority.
Bachelor’s degree or equivalent military and/or work experience.
Desired Qualifications

Prior employment at a major hyperscaler, cloud‑focused GSI (e.g., Accenture, Deloitte, Capgemini), or a technology ISV with a significant productivity/AI co‑sell motion.
Experience with SI/GSI channel within a major hyperscaler ecosystem: training, enablement, deal registration, and co‑implementation programs.
Demonstrated experience with Generative AI, enterprise ML platforms, or Conversational AI in CX/EX orchestration or communications intelligence.
Experience with Cloud Marketplace commercialization and securing preferred partner or ISV designations that generate measurable field co‑selling activity.
Benefits

Comprehensive medical, dental, vision, disability, and life insurance.
Health Savings Account (HSA), Flexible Spending Account (FSA), and commuter benefits.
401(k) match and Employee Stock Purchase Plan (ESPP).
Paid time off, paid sick leave, parental and pregnancy leave, family‑forming benefits (IVF, adoption, etc.).
Emergency backup care (child/adult/pets), Employee Assistance Program, and free legal services.
Bonus referral program and student loan refinancing assistance.
1:1 coaching, perks, and discounts program.
RingCentral is an equal‑opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations for individuals with disabilities throughout the application process.

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