Director of Technology Alliances – OEM/ISV Partnerships

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $225k - $280k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

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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 the OEM alliance strategy, including executive alignment, program agreements, business reviews, commercial modeling, pricing, order templates, negotiations, and closing • Monitor OEM AI factory roadmaps to identify design cycles early • Build and prioritize an ISV integration portfolio across storage, networking, scheduling, observability, security, data, MLOps, and inference • Land vCluster as a tenant isolation layer in ISV and SaaS platforms through embedding, resale, or co-selling • Design repeatable co-sell plays, including account mapping, joint solution briefs, field engagement, and deal registration • Connect partner opportunities to regional sellers, channel partners, and the NVIDIA alliance • Represent partner technology requirements to Product and Engineering • Write integration specifications and acceptance criteria • Design and launch the technology alliance program, including tiers, certification, solution briefs, marketplace/private-offer paths, and self-service integration • Report partner-influenced pipeline, integration and certification milestones, joint bookings contribution, and field activation • Manage MEDDPICC on joint opportunities, weekly pipeline inspections, forecasts, and plans to close gaps

🎯 Requirements

• 10+ years in technology alliances, OEM or ISV partnerships, partner sales, or ecosystem leadership in enterprise infrastructure software • Proven track record of integrations and design wins producing significant, measurable partner-influenced revenue • Experience embedding products in validated designs, reference architectures, OEM catalogs, marketplaces, or shipped ISV integrations • Current relationships across hardware OEMs, storage vendors, and infrastructure ISVs • Working understanding of Kubernetes, cloud-native platforms, AI/ML infrastructure, GPU stacks, DGX and NVL-class systems, networking and DPUs, schedulers, and inference serving • Ability to build price books, model royalties, and structure support and warranty flow-down • Ability to mobilize cross-functional teams without direct organizational control • MEDDPICC or equivalent qualification, forecasting hygiene, and reporting discipline • Comfort building an ambiguous, high-velocity program from scratch • Bonus: prior OEM AI infrastructure reference or validated design work • Bonus: NVIDIA partner ecosystem experience, including NCP, ISV certification, or reference architecture programs • Bonus: CNCF standing or adjacent open-source maintainer/contributor experience • Bonus: Slurm, Ray, Run:ai, inference serving, and cloud marketplace private-offer experience

🏖️ Benefits

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