Senior Director, VAR & Channel Partnerships

🕒 September 10

🇺🇸 United States – Remote

💵 $225k - $280k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

👻 Ghost score 38%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Open for 64 days.
• Jobs at this company usually fill in 46 days.
• Reposted 2 times.

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vCluster

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🏢 Enterprise

💰 $24M Series A on 2024-05

SaaS • Enterprise

vCluster is a Kubernetes virtualization product (from loft-sh) that creates virtual Kubernetes clusters on top of existing Kubernetes infrastructure. It enables dedicated, multi-tenant or private-node clusters for use cases like internal platform standardization, hybrid Kubernetes deployments, sovereign or dedicated customer environments, AI cloud providers and distributed inference. vCluster is positioned as a tooling/product solution for enterprises operating Kubernetes at scale, offering managed features, releases and integrations for internal K8s platforms and cloud-native workflows.

📋 Description

• Own vCluster’s global VAR and channel partnerships, including strategy, executive relationships, and commercial results • Serve as vCluster’s senior voice with partner leadership across North America, EMEA, and APJ • Recruit, activate, enable, and retire channel partners • Own partner commercial models, including discounts, deal-registration uplift, renewal margin, volume incentives, and named-account bonuses • Run deal registration and Partner of Record processes, including regional PoR, engagement standards, renewal rights, and conflict resolution • Build scalable distribution and maintain a clean quoting and order path • Align vCluster sellers and partner sellers through co-sell programs and named-account mapping • Connect VAR opportunities with NVIDIA, OEM, and ISV ecosystem opportunities • Own partner sales and technical certification and enforce tier requirements • Run joint marketing, field events, webinars, named-account campaigns, and customer stories • Approve MDF based on pipeline outcomes and enforce performance accountability • Design the channel organization, hiring sequence, and regional and partner-tier coverage model • Hire and lead partner managers and partner engineers as partner revenue grows • Run MEDDPICC on partner-attached opportunities and inspect pipeline weekly • Lead QBRs covering bookings, named accounts, certification, marketing, renewals, and forward-quarter plans • Report KPIs including transacting partners, pipeline and bookings, registration volume and win rate, certified resources, and MDF return

🎯 Requirements

• 8+ years in channel, reseller, or partner sales in infrastructure software, AI infrastructure, or cloud • Record of building a partner channel from early stage to producing revenue • Experience across more than one region, ideally • Direct, current relationships with leadership at national and regional VARs • Working command of tier and discount structures, deal registration, Partner of Record, renewal rights, distribution, and MDF governance • Working understanding of Kubernetes, cloud-native architecture, and GPU and AI infrastructure • Experience hiring and leading partner managers or channel teams, or clear readiness to do so • Ability to mobilize sales, marketing, legal, and enablement teams without direct organizational control • Disciplined qualification using MEDDPICC or equivalent, forecast hygiene, and reporting discipline • NVIDIA partner ecosystem experience, including NCP and reseller-facing programs, is a bonus • Distribution experience with Arrow, TD SYNNEX, Ingram Micro, or regional equivalents is a bonus • Channel experience across EMEA and APJ as well as North America is a bonus • Public sector, sovereign, or regulated-industry channel experience is a bonus • Open-source commercial model experience is a bonus

🏖️ Benefits

• Equity • Commission • Health, dental, vision, and life insurance for you and eligible dependents • Flexible working schedule • Workplace flexibility • Remote-first culture

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