Senior Global Alliance Director, Channel and OEM

🕒 September 10

🇺🇸 United States – Remote

💵 $225k - $280k / year

⏰ Full Time

🟠 Senior

👔 Director

👻 Ghost score 21%

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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 OEM partnerships, including strategy, executive relationships, and commercial results • Recruit, activate, enable, and retire partners based on performance • Get vCluster into OEM price books, configurators, and validated designs • Own tier discounts, deal-registration uplift, renewal margin, volume incentives, named-account bonuses, Partner of Record, distribution, and conflict resolution • Align sellers and partner sellers through co-sell programs, named-account maps, and trusted deal registration • Connect VAR and OEM opportunities with NVIDIA alliances and ISV design wins • Own partner sales and technical certification, joint marketing, field events, webinars, campaigns, customer stories, and MDF performance • Design and build the global channel organization and hire partner managers and partner engineers • Run MEDDPICC on partner-attached opportunities, inspect pipeline weekly, and manage QBRs, KPIs, MBOs, and OKRs • Report on transacting partners, sourced and attached pipeline and bookings, registration volume and win rate, certified resources, and MDF return

🎯 Requirements

• 8+ years in channel, reseller, OEM, 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 executive relationships with national and regional VARs and OEMs • 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 • Proven 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 (bonus) • Distribution experience with Arrow, TD SYNNEX, Ingram Micro, or regional equivalents (bonus) • Channel experience across EMEA and APJ as well as North America (bonus) • Public sector, sovereign, or regulated-industry channel experience (bonus) • Open-source commercial model experience (bonus)

🏖️ Benefits

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