Senior Director, VAR & Channel Partnerships

🕒 il y a 1 mois

🇺🇸 États-Unis – Télétravail

💵 $225 000 - $280 000 / an

⏰ Temps Plein

🟠 Senior

💰 Responsable de comptes

👻 Score fantôme 38%

Ce que ça veut dire : la probabilité que personne ne recrute vraiment pour cette offre.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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vCluster

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51 - 200 employés

☁️ SaaS

🏢 Entreprise

💰 €24 000 000 Series A en 2024-05

SaaS • Enterprise

vCluster est un produit de virtualisation Kubernetes (de loft-sh) qui crée des clusters Kubernetes virtuels au-dessus de l'infrastructure Kubernetes existante. Il permet de disposer de clusters dédiés, multi-tenant ou à nœud privé pour des cas d'utilisation tels que la standardisation des plateformes internes, les déploiements Kubernetes hybrides, les environnements souverains ou dédiés aux clients, les fournisseurs de cloud AI et l'inférence distribuée. vCluster est présenté comme une solution outil/produit pour les entreprises exploitant Kubernetes à grande échelle, offrant des fonctionnalités gérées, des versions et des intégrations pour les plateformes K8s internes et les flux de travail cloud-natifs.

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

🎯 Exigences

• 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

🏖️ Avantages

• 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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