Global Alliance Director

🕒 August 19

🇺🇸 United States – Remote

💵 $225k - $280k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 5%

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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 NVIDIA alliance strategy and serve as the primary point of contact • Build executive relationships across NVIDIA GTM leadership, solutions architecture, product and engineering, partner programs, and field sales • Monitor NVIDIA's roadmap, open-source initiatives, and organizational changes to identify opportunities and mitigate risk • Champion vCluster within NVIDIA's AI infrastructure direction and platform stack • Design, launch, and scale repeatable co-sell plays targeting mutual customers across NCPs, GPU-specialized AI Clouds, sovereign AI programs, hyperscalers, and enterprises • Drive account mapping, joint pipeline development, and field-to-field engagement • Connect opportunities to vCluster's regional sellers, channel partners, and OEM alliances to close • Represent NVIDIA technology requirements inside vCluster Product and Engineering • Drive joint validation through NVIDIA ISV and certification programs • Build enablement making vCluster easy for NVIDIA sellers to include in deals • Construct multi-party ecosystem plays with NVIDIA, vCluster, OEM, storage, and GSI partners • Develop joint reference architectures, co-marketing, and demand generation • Report partner-sourced and partner-influenced pipeline, joint bookings contribution, integration and certification milestones, and field activation to vCluster leadership • Apply MEDDPICC to every joint opportunity and conduct weekly pipeline inspection

🎯 Requirements

• 10+ years in strategic alliances, partner sales, business development, or ecosystem leadership in enterprise software or AI infrastructure • Proven track record building a strategic technology alliance that produced significant, measurable partner-sourced and partner-influenced revenue • Experience managing an NVIDIA alliance, co-selling with NVIDIA field teams, or operating deeply within the NVIDIA Partner Network and GPU ecosystem • Working understanding of NVIDIA GPUs, DGX, SuperPOD, networking/DPUs, AI Enterprise, NCP, and ISV certification • Working understanding of Kubernetes, cloud-native platforms, and AI/ML infrastructure • Ability to translate technical concepts into business value, ROI, and executive outcomes • Demonstrated ability to mobilize Product, Engineering, Marketing, and regional sales teams without direct organizational control • Experience with MEDDPICC or equivalent disciplined qualification, forecasting hygiene, and reporting • Consultative, outcomes-based operating style • Comfort operating in an ambiguous, high-velocity environment

🏖️ Benefits

• Equity • Commission • Health, dental, vision, and life insurance for you and eligible dependents (benefits vary depending on country) • Flexible working schedule • Workplace flexibility