Senior APAC Partnerships & Ecosystems Leader

This is a fully remote position, open to applicants in Singapore, +2 more countries.

📋 Description

• Develop the route to market for vCluster Labs in the APAC region from the ground up.

• Recruit and engage System Integrators (SIs), Managed Service Providers (MSPs), Value-Added Resellers (VARs), Original Equipment Manufacturers (OEMs), distributors, and NVIDIA's regional and country teams.

• Formulate signed partner agreements, collaborative business plans, targets, and seller enablement strategies.

• Establish two-tier distribution channels through TD SYNNEX or a regional distributor.

• Oversee pricing, margins, service attachments, deal registrations, Market Development Funds (MDF), and onboarding processes.

• Integrate vCluster and vMetal into OEM and NVIDIA reference configurations.

• Conduct account mapping and maintain a joint pipeline with account executives.

• Customize the AI Factory Blueprint and Sovereign AI Infrastructure strategies for each market.

• Lead collaborative pursuits involving SIs, MSPs, NVIDIA, OEMs, storage providers, and vCluster.

• Manage time-limited Proof of Concepts (POCs) with defined success criteria and a designated partner of record.

• Develop scalable sales, technical, and go-to-market enablement, including strategic plays, training programs, certifications, and demonstration environments.

• Create an APAC partner playbook.

• Validate the tenancy model with Partner Solutions Engineering during the initial opportunity call.

• Evaluate partner performance, pipeline, and forecasts weekly using the MEDDPICC framework.

• Manage deal commitments, likely and stretch forecasts, and maintain a scorecard that is comprehensible to the CEO.

• Convey APAC-specific requirements such as data residency, sovereign security standards, local support, and regional hardware and network vendor considerations to the product team.

• Assist in securing and publishing a sovereign or telco AI Factory reference in collaboration with a partner.

• Report directly to the VP of Worldwide Partnerships & Ecosystems.

⛳️ Requirements

• A minimum of 12 years in partner, channel, or alliances roles within infrastructure software, cloud, IaaS, or AI sectors.

• At least 5 years of experience focused on the APAC region.

• Proven track record of driving cloud or IaaS revenue through partnerships.

• Experience in initiating a regional or partner strategy from scratch.

• Established relationships with APAC SIs, MSPs, VARs, and distributors.

• Connections with NVIDIA regional teams and at least one server OEM (such as Dell, HPE, or Supermicro).

• Expertise in developing two-tier distribution and MSP programs, including margin frameworks, deal registrations, MDF, and service attachments.

• Understanding of procurement cycles, local partner requirements, and regulations in AI Clouds, telecommunications, and sovereign AI initiatives.

• In-depth knowledge of cloud infrastructure, particularly in GPU, HPC, Kubernetes, or bare metal technologies.

• Experience in qualification processes using MEDDPICC or similar methodologies.

• Ability to operate independently across various time zones while collaborating with a US-based leadership team.

• Proficiency in English.

• Knowledge of Japanese, Korean, or Mandarin is a plus.

• Experience in integrating a software product into an OEM or NVIDIA reference architecture is advantageous.

• Background in closing sovereign AI or telco AI Factory deals via partnerships is a bonus.

🏝️ Benefits

• Attractive compensation package, including equity options.

• Comprehensive health, dental, vision, and life insurance coverage for you and eligible family members (benefits may vary by country).

• Flexible working hours.

• Options for workplace flexibility.

• Opportunity for up to 40% travel throughout the region.

• Emphasis on a remote-first culture.