Director of Technology Alliances – OEM/ISV Partnerships

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

📋 Description

• Take charge of the OEM alliance strategy, encompassing executive alignment, program agreements, business reviews, commercial modeling, pricing, order templates, negotiations, and closure.

• Oversee OEM AI factory roadmaps to detect design cycles at an early stage.

• Develop and prioritize an ISV integration portfolio that spans storage, networking, scheduling, observability, security, data, MLOps, and inference.

• Implement vCluster as a tenant isolation layer within ISV and SaaS platforms via embedding, resale, or co-selling.

• Create repeatable co-sell strategies, including account mapping, joint solution briefs, field engagement, and deal registration.

• Link partner opportunities with regional sellers, channel partners, and the NVIDIA alliance.

• Advocate for partner technology needs to Product and Engineering teams.

• Draft integration specifications and acceptance criteria.

• Design and initiate the technology alliance program, which includes tiers, certification, solution briefs, marketplace/private-offer paths, and self-service integration.

• Report on partner-influenced pipeline, integration and certification milestones, joint bookings contributions, and field activation.

• Oversee MEDDPICC on joint opportunities, conduct weekly pipeline inspections, forecasts, and plans to address gaps.

⛳️ Requirements

• Over 10 years of experience in technology alliances, OEM or ISV partnerships, partner sales, or ecosystem leadership within enterprise infrastructure software.

• A proven history of integrations and design wins that generate significant, measurable partner-influenced revenue.

• Experience in embedding products within validated designs, reference architectures, OEM catalogs, marketplaces, or shipped ISV integrations.

• Established relationships with hardware OEMs, storage vendors, and infrastructure ISVs.

• A solid 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 create price books, model royalties, and structure support and warranty flows.

• Skill in mobilizing cross-functional teams without direct organizational authority.

• Familiarity with MEDDPICC or equivalent qualification methods, forecasting hygiene, and reporting discipline.

• Comfortable with building an ambiguous, high-velocity program from the ground up.

• Bonus: Prior experience with OEM AI infrastructure reference or validated design work.

• Bonus: Experience in the NVIDIA partner ecosystem, including NCP, ISV certification, or reference architecture programs.

• Bonus: Standing in CNCF or experience as an adjacent open-source maintainer/contributor.

• Bonus: Familiarity with 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