Director – Global Alliance Leader, AI Infrastructure, Channels, VARs

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $225k - $280k / year

⏰ Full Time

🟠 Senior

🤖 Artificial Intelligence

👻 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

• Build the channel enabling AI infrastructure resellers to sell tenant isolation • Recruit, activate, enable, and retire reseller partners • Own the path from partner agreement through first transaction and first close • Manage reseller commercial models, including tier discounts, deal-registration uplift, renewal margin, volume incentives, and named-account bonuses • Run deal registration and Partner of Record processes, including renewal rights and conflict resolution • Build scalable distribution while maintaining a clean quoting and ordering path • Align vCluster sellers and partner sellers through co-sell programs and named-account maps • Connect reseller opportunities with NVIDIA alliances and OEM, ISV, GSI, and distributor ecosystems • Own partner sales and technical certification and enforce tier requirements • Run joint marketing programs and approve MDF against pipeline outcomes • Inspect MEDDPICC, pipeline, partner attribution, bookings, registration, certification, MDF, and renewal metrics • Conduct recurring QBRs and report partner-program KPIs

🎯 Requirements

• 8+ years in channel, reseller, or partner sales in infrastructure software, AI infrastructure, or cloud • Demonstrable record of building a reseller channel from early stage to producing revenue • Direct, current relationships across national and regional VARs and infrastructure resellers • 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 • 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, NCP and reseller-facing programs (bonus) • Distribution experience with Arrow, TD SYNNEX, Ingram Micro, or regional equivalents (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 • Flexible working schedule • Workplace flexibility • Remote-first culture