VP, Channel Sales

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

📋 Description

• Lead and develop Cerio's ecosystem strategy by identifying partners, channels, and market relationships that can enhance growth within the AI infrastructure and data center sectors.

• Establish partnerships with infrastructure providers, data centers, engineering firms, technology companies, cloud providers, OEMs, distributors, resellers, systems integrators, and other key ecosystem participants.

• Foster relationships with channel partners and establish trusted connections along with joint business plans.

• Create innovative market entry strategies by identifying new opportunities, partnership models, and ecosystem relationships.

• Convert partnerships into pipeline and revenue through partner-sourced, partner-led, and partner-influenced opportunities.

• Collaborate with Sales to develop joint account and go-to-market strategies.

• Create partner programs, resources, training, and engagement models to empower partners to effectively position, sell, specify, integrate, and support Cerio's solutions.

• Monitor trends across AI infrastructure, data centers, compute, networking, power, cooling, and emerging technologies.

• Work in conjunction with Marketing, Sales, and Product teams on campaigns, events, thought leadership, account-based initiatives, and programs tailored for partners.

• Enhance ecosystem performance through partner priorities, operating rhythms, and KPIs focusing on recruitment, activation, pipeline, revenue, market reach, and strategic relationships.

⛳️ Requirements

• Over 15 years of progressive experience in strategic partnerships, ecosystem development, business development, channel sales, partner development, alliance management, or similar leadership roles.

• Proven success in building and expanding technology ecosystems, partner programs, or strategic alliance networks.

• In-depth understanding of the data center, cloud, AI infrastructure, networking, power, cooling, high-performance computing, or related technology markets.

• Experience working within or alongside sectors such as AI infrastructure, digital infrastructure, cloud, data centers, technology, energy, or infrastructure.

• A well-established network of relationships within the data center, AI infrastructure, cloud, technology, or digital infrastructure ecosystems.

• Proven experience in recruiting, onboarding, activating, and managing high-value channel and strategic partners.

• A documented history of generating revenue through partners, alliances, or ecosystem relationships.

• Strong comprehension of distributors, VARs, systems integrators, OEMs, infrastructure providers, engineering partners, and other indirect or ecosystem-based market routes.

• Experience in developing partner programs, incentives, enablement, certification, commercial frameworks, and collaborative go-to-market plans.

• Strong business acumen with an understanding of channel economics, strategic partnership models, and growth driven by ecosystems.

• Exceptional communication, presentation, negotiation, and relationship-building skills.

• Ability to operate strategically while also being willing to engage in direct execution.

🏝️ Benefits

• Incentive bonus plan

• Health and wellness benefits

• Generous paid time off

• Flexible work arrangements

• Opportunities for professional growth