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

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop the channel that empowers AI infrastructure resellers to market tenant isolation.

• Identify, activate, support, and phase out reseller partners as needed.

• Oversee the journey from partner agreement to initial transaction and first successful close.

• Manage reseller commercial frameworks, including tiered discounts, deal-registration incentives, renewal margins, volume incentives, and named-account bonuses.

• Oversee deal registration and Partner of Record procedures, encompassing renewal rights and conflict resolution.

• Create scalable distribution while ensuring a streamlined quoting and ordering process.

• Coordinate vCluster sellers and partner sellers through co-selling initiatives and named-account strategies.

• Link reseller opportunities with NVIDIA alliances and the OEM, ISV, GSI, and distributor ecosystems.

• Manage partner sales and technical certification while enforcing tier requirements.

• Organize joint marketing initiatives and approve MDF based on pipeline results.

• Analyze MEDDPICC, pipeline, partner attribution, bookings, registration, certification, MDF, and renewal metrics.

• Conduct regular QBRs and report on partner program KPIs.

⛳️ Requirements

• Over 8 years of experience in channel, reseller, or partner sales within infrastructure software, AI infrastructure, or cloud sectors.

• Proven track record of establishing a reseller channel from inception to revenue generation.

• Direct and active relationships with national and regional VARs and infrastructure resellers.

• Strong understanding of tier and discount frameworks, deal registration, Partner of Record, renewal rights, distribution, and MDF governance.

• Familiarity with Kubernetes, cloud-native architecture, and GPU and AI infrastructure.

• Demonstrated ability to mobilize sales, marketing, legal, and enablement teams without direct organizational authority.

• Disciplined qualification practices using MEDDPICC or similar methodologies, along with forecast hygiene and reporting discipline.

• Experience with the NVIDIA partner ecosystem, NCP, and reseller-facing programs is a plus.

• Distribution experience with Arrow, TD SYNNEX, Ingram Micro, or their regional counterparts is a bonus.

• Experience in public sector, sovereign, or regulated-industry channels is a bonus.

• Familiarity with open-source commercial model is an advantage.

🏝️ Benefits

• Equity.

• Commission.

• Comprehensive health, dental, vision, and life insurance for you and eligible dependents.

• Flexible working hours.

• Workplace flexibility.

• Remote-first culture.