Director, Hyperscalers

RingCentral•Belmont, CA

5d•$248,000 - $302,000•Onsite

About The Position

RingCentral is seeking a Director, Hyperscaler Alliances to own the full scope of strategic relationships with top-tier hyperscalers. This senior leadership role has end-to-end accountability across executive relations, business development, offer strategy, co-sell execution, partner enablement, and joint customer success. The role focuses on three partnership pillars: cloud infrastructure alignment, productivity suite modernization, and the joint UCaaS/CCaaS go-to-market motion. A critical mandate is to lead RingCentral’s AI co-innovation agenda, powered by strategic partners' foundational AI platforms.

Requirements

12+ years in strategic alliances or business development, with 7+ years of specific focus on a major hyperscaler ecosystem (Cloud Infrastructure, Productivity Suites, Generative AI, Conversational AI, or vertical programs) and demonstrated, quantifiable outcomes.
Proven track record closing and managing complex multi-party alliance agreements at SVP/C-level, including Cloud Marketplace commercial models, joint GTM investment structures, and co-sell frameworks.
Deep understanding of UCaaS, CCaaS, and CX/EX technology and the ability to articulate integrated value propositions within enterprise productivity, conversational AI, and Generative AI environments.
Hands-on knowledge of enterprise AI capabilities — including foundational LLMs, conversational AI, and AI-assisted productivity tools — and their application to enterprise communications, CX automation, or productivity platforms.
Executive presence and cross-functional influence — demonstrated ability to mobilize Product, Engineering, Marketing, Sales, and Finance resources without direct organizational authority.
Bachelor’s degree or equivalent military and/or work experience

Nice To Haves

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

Responsibilities

Own and develop SVP/C-level relationships at the partner organization across Cloud Infrastructure, Productivity Platforms, Conversational AI, and the Partner Organization; serve as RingCentral’s senior point of contact for all strategic partner interactions.
Design and lead a structured executive engagement cadence — QBRs, exec sponsor meetings, steering committees — and negotiate strategic partner designations (top-tier partner, ISV program tiers) that translate into internal partner advocacy and co-sell field inclusion.
Define and execute RingCentral’s multi-pillar partnership strategy, including commercial negotiations, Cloud Marketplace fee structures, and co-investment frameworks; own the financial model linking partnership investments to measurable pipeline and revenue outcomes.
Identify and advance incremental opportunities across productivity suite and conversational AI integration, SI/ISV channel expansion, and Generative AI co-innovation; drive 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 a committed warm-introduction program, and establish joint RFP inclusion protocols with the hyperscaler's field sales organization.
Build and operate partner and field enablement programs for the partner's sales teams and SI ecosystem, including joint solution training, certification tracks, and technical readiness assets for productivity and conversational AI integrations.
Lead RingCentral’s strategic AI partnership strategy — defining joint use cases, co-engineering priorities, and GTM packaging that differentiate RingSense AI through deep foundational model integration across voice, messaging, and CX automation.
Partner with Product and Engineering to accelerate LLM-powered capabilities on the RingCentral platform: intelligent call summaries, real-time agent coaching, sentiment analysis, and AI-driven CX orchestration aligned with the partner's enterprise AI roadmap.
Drive cross-functional interlock (Product, Engineering, Sales, Marketing, Finance, Legal, CS) to ensure the partnership is resourced and on-track; chair working groups across cloud infrastructure, productivity suite integration, and GTM tracks.
Establish joint pipeline governance, funnel tracking, and revenue attribution; champion joint customer success outcomes to inform offer strategy, expand at-risk accounts, and build referenceable AI-powered implementations.
Lead and develop the Hyperscaler Alliance team; serve as RingCentral’s internal ecosystem subject-matter expert, educating executive leadership and the product roadmap on AI market dynamics, hyperscaler market developments, and partnership priorities.

Benefits

Comprehensive medical, dental, vision, disability, life insurance
Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits
Voluntary supplemental health coverage and life insurance
401K match and ESPP
Paid time off and paid sick leave
Paid parental and pregnancy leave
Family-forming benefits (IVF, Preservation, Adoption etc.)
Emergency backup care (Child/Adult/Pets)
Employee Assistance Program (EAP) with counseling sessions available 24/7
Free legal services that provide legal advice, document creation and estate planning
Employee bonus referral program
Student loan refinancing assistance
Employee 1:1 coaching, perks and discounts program