Director, Cloud Marketplace and AI Infrastructure Partnerships

What success looks like

• Runpod has a clear partner strategy across marketplace, referral, reseller, SI, and technology ecosystem motions.
• Cloud marketplace and co-sell motions become easier for enterprise buyers and sales teams to use.
• Partner-sourced and partner-influenced pipeline is measurable, not anecdotal.
• The team knows which partner motions deserve investment and which are distractions.

Responsibilities

• Cloud marketplaces and co-sell. Lead marketplace strategy across AWS, Azure, and GCP. Improve listings, procurement workflows, co-sell readiness, distributor relationships, and sales enablement.
• AI infrastructure ecosystem. Identify and recruit partners across MLOps, model platforms, AI consultancies, developer tooling, data platforms, and infrastructure services.
• Referral and technology partners. Build bidirectional referral motions and co-marketing programs with complementary vendors in the AI/ML ecosystem.
• System integrators and consultancies. Build joint solution programs with boutique AI consultancies, regional SIs, and select GSIs where there is real customer demand.
• Operating cadence. Define partner tiers, qualification criteria, pipeline tracking, enablement materials, business reviews, and success metrics.
• Cross-functional execution. Work with Sales, Product, DevRel, Marketing, and Finance so partner leads, marketplace deals, and enterprise procurement workflows fit Runpod's hybrid PLG and sales-assisted motion.

Requirements

• 7+ years in partnerships, business development, cloud marketplace, channel, ecosystem growth, or partner sales, with at least 2 years operating at a senior level.
• Proven experience with cloud marketplace, co-sell, reseller, distributor, SI, VAR, or enterprise procurement motions.
• Understanding of AI infrastructure, GPU cloud, MLOps, developer tools, cloud infrastructure, or technical B2B partner ecosystems.
• Ability to build partner strategy and run execution personally. This is not a pure management role.
• Experience negotiating commercial agreements and turning them into measurable pipeline or revenue outcomes.
• Strong communication and stakeholder management across sales, product, marketing, finance, and partner organizations.
• Successful completion of a background check.

Preferred

• Experience at an AI infrastructure, GPU cloud, cloud marketplace, dev tools, MLOps, cloud infrastructure, or enterprise SaaS company.
• Direct AWS Marketplace, Azure Marketplace, GCP Marketplace, AWS co-sell, Microsoft co-sell, or distributor experience.
• Existing relationships with AI consultancies, cloud partners, infrastructure partners.