Director of Global Alliances

Job Summary

Driving the establishment of a partner program, the full-time remote Director of Global Alliances will recruit and activate VARs for AI infrastructure sales, manage transaction mechanics, and align field operations to ensure successful partnerships and revenue generation.

Key responsibilities

• Recruit and activate VARs, managing the process from initial conversation to first transaction while retiring non-performing partners
• Oversee the reseller commercial model, including deal registration and distribution mechanics to ensure a smooth quoting and order path
• Align sales teams and build joint marketing initiatives to support partner sellers and enhance collaboration with vCluster's offerings

Required qualifications

• 8+ years of experience in channel, reseller, or partner sales within infrastructure software, AI infrastructure, or cloud
• Established relationships with national and regional VARs and infrastructure resellers, with a proven track record of driving revenue
• Strong understanding of channel mechanics, including tier structures, deal registration, and MDF governance
• Familiarity with AI infrastructure concepts, including Kubernetes and cloud-native architecture
• Demonstrated ability to influence cross-functional teams without direct authority in a fast-paced environment