Sr. Director, APAC Partnerships & Ecosystems

The role

You will build the APAC partner route to market from scratch. You will recruit and activate partners, manage distribution, and lead co-sell pursuits to build pipeline.

What you will do

• Recruit and activate SIs, MSPs, VARs, OEMs and distributors across APAC.
• Set up two-tier distribution through TD SYNNEX or a regional distributor.
• Run account mapping and joint pipeline with AEs.
• Lead pursuits where an SI or MSP brings NVIDIA, the OEM, storage and vCluster together.
• Build sales, technical and go-to-market enablement.
• Create an APAC partner playbook.
• Review partner performance, pipeline and forecast every Monday using MEDDPICC.
• Bring regional product requirements back to product teams.

Required qualifications

• 12+ years in partner, channel or alliances roles in infrastructure software, cloud, IaaS or AI.
• 5+ years of those years covering APAC.
• Experience driving cloud or IaaS revenue through partners and opening a region or partner motion from zero.
• Current relationships across APAC SIs, MSPs, VARs and distributors.
• Current relationships with NVIDIA regional teams and at least one server OEM (Dell, HPE or Supermicro).
• Experience building two-tier distribution and MSP programs including margin structures, deal registration, MDF and services attach.
• Knowledge of procurement cycles, local partner requirements, and government and regulated-industry expectations at AI Clouds, telcos and sovereign AI programs.
• Understanding of cloud infrastructure with depth in GPU, HPC, Kubernetes or bare metal.
• Ability to qualify with MEDDPICC or an equivalent.
• Ability to work on your own across time zones with a US-based leadership team.
• Fluent English.

Nice to have

• Japanese, Korean or Mandarin.
• Experience getting a software product onto an OEM or NVIDIA reference architecture.
• Closed a sovereign AI or telco AI Factory deal through a partner.

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. The company is in a hyper-growth phase with a remote-first culture.