Sr. Global Alliance Director, Channel and OEM

Accountabilities

Global Channel Strategy and Leadership: Develop and execute the global channel and OEM strategy, owning partner relationships, commercial performance, executive engagement, and regional investment priorities across North America, EMEA, and Asia-Pacific (APJ).
Partner Recruitment and Activation: Identify and recruit high-potential national and regional VARs that actively sell AI infrastructure and platform engineering solutions. Manage the entire partner lifecycle, from initial engagement and agreement negotiation through onboarding, enablement, deal registration, and first revenue generation.
OEM Partnerships and Route to Market: Establish strategic relationships with leading hardware OEMs, including Dell, HPE, Lenovo, Supermicro, and Cisco, to secure inclusion in price books, product configurators, and validated reference architectures, enabling solutions to reach customers through established hardware purchasing channels.
Commercial Program Development: Design and manage partner commercial frameworks, including discount tiers, deal-registration incentives, renewal margins, volume-based incentives, and named-account bonuses. Establish clear Partner of Record policies, regional ownership rules, renewal rights, and conflict-resolution procedures.
Channel Transaction Management: Develop scalable distribution and ordering processes that simplify partner transactions, preserve channel economics, and encourage partners to transact through the intended commercial model.
Sales and Partner Alignment: Build effective co-selling models that align internal sales compensation with channel objectives. Develop joint account plans, establish trusted deal-registration processes, and equip partner sales teams with compelling commercial propositions and services opportunities.
Ecosystem Collaboration: Coordinate VAR and OEM opportunities with broader technology alliances, including NVIDIA and independent software vendor (ISV) partnerships, to deliver integrated, validated AI infrastructure solutions. Engage distributors and additional ecosystem partners where they accelerate deal execution.
Partner Enablement and Certification: Own partner sales and technical enablement programs, certification requirements, and partner-tier standards. Ensure partners have the knowledge, resources, and technical credibility needed to position and sell solutions effectively.
Joint Marketing and Demand Generation: Develop co-marketing programs, including field events, webinars, named-account campaigns, and customer success stories, with clear pipeline objectives. Govern market development funds (MDF) based on measurable outcomes and return on investment.
Channel Organization Development: Design the future global channel organization, including roles, regional coverage, partner segmentation, and hiring priorities. Initially operate as an individual contributor, then recruit and lead partner managers and partner engineers as channel revenue grows.
Revenue and Pipeline Ownership: Own channel bookings, partner-sourced revenue, partner-attached pipeline, and overall commercial performance. Apply MEDDPICC or an equivalent qualification methodology, inspect opportunities weekly, and maintain reliable attribution and forecasting processes.
Performance Management: Establish regular quarterly business reviews (QBRs) covering bookings, account plans, partner certifications, marketing execution, renewal performance, and future-quarter objectives. Track key performance indicators, including transacting partners, registered deals, win rates, certified resources, and MDF effectiveness.
Cross-Functional Leadership: Influence sales, marketing, legal, enablement, and technical teams across organizational boundaries to ensure partner programs are commercially viable, operationally effective, and aligned with business priorities.
Continuous Optimization: Assess partner productivity, accelerate time to first transaction, address underperforming relationships, and continuously refine the channel strategy based on measurable commercial results.
Requirements
Professional Experience: At least 8 years of experience in channel sales, reseller partnerships, OEM alliances, or ecosystem development within infrastructure software, AI infrastructure, or cloud technologies.
Proven Channel Growth: Demonstrated success building partner channels from an early stage into productive, revenue-generating ecosystems, preferably across multiple regions. You should be able to demonstrate partner recruitment, activation, transaction performance, and attributable bookings.
Executive-Level Relationships: Established relationships with leadership at national and regional VARs and OEMs. Relevant partner experience may include organizations such as WWT, Computacenter, SHI, CDW, Insight, Presidio, AHEAD, ePlus, Connection, Softcat, Mark III, Pacific Teck, Dell, HPE, Lenovo, Supermicro, and Cisco.
Commercial Channel Expertise: Strong understanding of how VARs and OEMs operate commercially, including partner margins, sales incentives, discount structures, product price books, SKUs, configurators, deal registration, Partner of Record, renewal rights, distribution, and MDF governance.
AI Infrastructure and Cloud-Native Knowledge: Working knowledge of Kubernetes, cloud-native architectures, GPU infrastructure, and AI infrastructure platforms, with the ability to engage credibly with technical partner teams and translate technical capabilities into commercial and services opportunities.
Partner Program Execution: Experience designing and implementing partner agreements, onboarding frameworks, enablement programs, certification requirements, and measurable partner performance standards.
Team Building and Leadership: Experience hiring and leading channel or partner teams, or clear readiness to build a team from the ground up. Ability to determine hiring priorities and develop an effective coverage model as the business scales.
Cross-Functional Influence: Proven ability to mobilize internal and external stakeholders across sales, marketing, legal, engineering, and enablement without relying on direct reporting authority.
Sales Discipline and Forecasting: Strong command of MEDDPICC or equivalent qualification frameworks, pipeline management, forecasting, revenue attribution, and performance reporting.
Entrepreneurial Mindset: Comfortable operating as a hands-on individual contributor initially, building programs without an inherited channel, making decisions in ambiguous environments, and prioritizing actions that produce measurable commercial outcomes.
Communication and Negotiation: Excellent relationship-building, negotiation, presentation, and executive communication skills, including the ability to establish clear expectations, manage channel conflicts, and make commercially sound decisions.
Preferred Experience: Familiarity with the NVIDIA partner ecosystem, including NCP and reseller-facing programs; distribution relationships with Arrow, TD SYNNEX, Ingram Micro, or regional equivalents; and channel development across EMEA and APJ in addition to North America.
Additional Advantages: Experience selling into public-sector, sovereign, or regulated markets, as well as knowledge of open-source commercial models and strategies for selling enterprise solutions alongside free product tiers.
Benefits
Competitive Compensation: On-target earnings of $225,000–$280,000, with compensation determined by role scope, experience, and geographic location. The package includes salary and commission opportunities.
Equity Participation: Equity awards offering the opportunity to share in the organization's long-term growth and success.
Comprehensive Insurance: Health, dental, vision, and life insurance coverage, including options for eligible dependents, subject to local availability.
Remote-First Flexibility: Work remotely from Europe or United States.
Flexible Working Schedule: A results-oriented environment that prioritizes outcomes and business impact rather than rigid working hours.
Global Leadership Opportunity: Build a global partner ecosystem and shape channel strategy across multiple regions, with direct influence over revenue growth and market expansion.
Career Development: The opportunity to establish and lead a global channel organization, developing a team as partner revenue and business needs grow.
Innovative Technology Environment: Work with cutting-edge AI infrastructure, Kubernetes-native technologies, GPU platforms, and open-source software.
Entrepreneurial Culture: Join a fast-growing technology organization that values ownership, decisive execution, continuous improvement, and measurable results.
Collaborative Global Team: Work with distributed colleagues and technology partners in an environment that encourages strong ideas, accountability, and cross-functional collaboration.