Sr. Director, VAR & Channel Partnerships

The role

You will build and lead a global partner channel for AI infrastructure resellers. You will start as an individual contributor to recruit and activate partners, then hire and lead a team as the program scales.

What you will do

• Own global VAR and channel partnerships end to end including strategy and commercial results.
• Recruit and activate VARs that source AI infrastructure and platform engineering deals.
• Manage partner commercial models including tier discounts, deal registration, and incentives.
• Align field sales through co-sell compensation and named-account maps.
• Connect VAR opportunities to the NVIDIA alliance and OEM/ISV design wins.
• Manage sales and technical certification, joint marketing, and MDF.
• Design the channel organization and hire partner managers and engineers.
• Run MEDDPICC on partner-attached opportunities and inspect pipeline weekly.

Required qualifications

• 8+ years in channel, reseller, or partner sales in infrastructure software, AI infrastructure, or cloud.
• Record of building a partner channel from early stage to producing revenue.
• Direct, current relationships with leadership at national and regional VARs.
• Working command of tier and discount structures, deal registration, Partner of Record, renewal rights, distribution, and MDF governance.
• Working understanding of Kubernetes, cloud-native architecture, and GPU and AI infrastructure.
• Experience hiring and leading partner managers or channel teams.
• Ability to mobilize sales, marketing, legal, and enablement teams.
• Disciplined qualification using MEDDPICC or equivalent, forecast hygiene, and reporting discipline.

Nice to have

• NVIDIA partner ecosystem experience, including NCP and reseller-facing programs
• Distribution experience with Arrow, TD SYNNEX, Ingram Micro, or regional equivalents
• Channel experience across EMEA and APJ as well as North America
• Public sector, sovereign, or regulated-industry channel experience
• Open-source commercial model experience

Benefits

• Competitive Salary including equity
• Health, dental, vision, and life Insurance
• Flexible Working Schedule
• Workplace Flexibility

About the company

vCluster Labs is a venture-backed startup and the #1 platform for AI infrastructure. They provide an AI Cloud experience on GPU infrastructure and are a remote-first company.