VP, Strategic Partnerships

About the Role

There's a version of company growth that doesn't come from headcounts. It comes from being embedded in the places where enterprise buying already happens, so the deal is already half-won before your name comes up.

That's what you're here to build.

You know how hyperscaler partner organizations work: which programs get funded, which motions field teams genuinely lean into, how joint accounts get worked, and how many "strategic partnerships" quietly do nothing. You've watched startups get this wrong from the inside. Now you get to do it right, with a product worth putting in front of those teams.

The interesting part isn't relationship management. It's a design problem. What structure makes a hyperscaler field seller actively want to bring us into their account? Where does the economics have to land for both sides to keep investing? Which partner is worth going deep on first, and what does depth look like? Nobody has answered those questions here yet. You will, by testing them in live negotiations rather than in a strategy doc.

This is a hands-on role. You're not overseeing a program; you're building and closing it yourself. If you want the next three to four years to be the chapter where you stopped operating someone else's partner program and built one from nothing, this is it.

If you need existing infrastructure, a partner ops team, and clear lanes to do your best work, this isn't that!

What You'll Own

Unlock the enterprise base: Build the partnerships that give Vieu access to hyperscaler enterprise customer bases, turning their installed base into our addressable pipeline

Define the partnership strategy: Set the vision, sequencing, and roadmap across hyperscaler relationships, with direct accountability for partner-sourced and partner-influenced revenue

Build the joint go-to-market motion: Design and activate programs that get hyperscaler field teams introducing us into their accounts, not just aware of us

Cose deals personally: Stlructure and negotiate complex, executive-level partnership agreements balancing commercial terms, technical integration, and long-term strategic value

Own partner performance: Define success metrics, run QBRs, track partner health, and identify where the relationship can open more of their customer base

Who You Are

Hyperscaler operator: You've worked inside a hyperscaler partner organization or a closely adjacent function. You know how partner teams actually prioritize, fund, and activate, from the inside

You think in access, not logos: A signed MOU isn't a win. Getting introduced into a partner's enterprise accounts is

*Hands-on closer: *You've personally closed and structured partner deals, not just managed a team that did

Executive-level relationship builder: Credible peer-level presence with senior leaders across cloud partner organizations and the enterprise buyers they serve

High-agency: You move cross-functional work across product, legal, and ops without owning those teams. You don't need a big team to execute

Requirements

• 7 to 12+ years in strategic partnerships, alliances, or business development in high-growth B2B SaaS, enterprise software, or infrastructure
• Direct experience building or running strategic programs inside or with a hyperscaler
• Hands-on experience driving joint go-to-market that produced access to partner enterprise accounts at scale
  
• Comfortable operating at early stage, building process where none exists
• Based in Seattle or willing to relocate

Why Vieu

• Seed-stage deep tech founded by ex-Microsoft founders. You own the strategic hyperscaler partnership motion end to end, with direct line to founders and real equity in what you build.

• Uncapped Commissions