Sr. Global Alliance Director, OEM, Storage and ISV

About This Opportunity

Our talent team is representing a venture-backed infrastructure software company in a first-year, founding partner role. As Senior Global Alliance Director, you will build the OEM and ISV alliance program from zero—owning strategy, commercial models, executive relationships, and the partner-influenced revenue number. You will decide which validated AI infrastructure designs include our client's tenant isolation technology before customers run competitive evaluations, embedding the product in reference architectures, price books, and ISV platforms. This is not inheriting a channel; this is building the motion that turns integrations into repeatable co-sell plays and design wins into sustained revenue.

Responsibilities

• Own OEM alliance strategy end to end: Build and execute relationships with server and systems vendors creating validated AI infrastructure designs. Design the commercial model—embedded SKUs, tiered pricing, royalty structures, per-node constructs—then negotiate and close orders. Monitor roadmaps to identify design cycles early.
• Build and manage the ISV portfolio: Scope, prioritize, and drive integrations with storage, network, scheduler, observability, security, data, MLOps, and inference vendors. Land the product inside ISV platforms as the tenant isolation layer (embedded, resold, or co-sold). Qualify ruthlessly and kill integrations that will not produce measurable outcomes.
• Design repeatable co-sell motions: Turn shipped integrations into joint go-to-market plays—account mapping, solution briefs, field engagement, deal registration—and connect resulting opportunities to regional sellers and channel partners.
• Drive technical alignment: Represent partner technology requirements (licensing, telemetry, air-gapped operation, support boundaries) inside Product and Engineering with evidence. Write integration specifications and acceptance criteria yourself.
• Launch the technology alliance program: Design tiers, certification requirements, joint solution briefs, marketplace paths, and self-serve integration tracks so the program scales beyond your direct involvement.
• Own the partnership number: Report partner-influenced pipeline, integration milestones, joint bookings, and field activation weekly with MEDDPICC discipline. Forecast accurately and close gaps with process, not heroics.

What We're Looking For

• 10+ years in technology alliances: Proven track record in OEM or ISV partnerships, partner sales, or ecosystem leadership within enterprise infrastructure software. You can name the deals and the design wins that produced measurable partner-influenced revenue.
• Deep OEM and ISV ecosystem experience: You have embedded a product in validated designs, reference architectures, OEM catalogs, or shipped ISV integrations. Direct, current relationships across hardware OEMs (Dell, HPE, Supermicro, Lenovo, Cisco), storage vendors (VAST Data, WEKA, DDN, NetApp, Pure), and infrastructure ISVs. You know the people, not just the logos.
• AI infrastructure fluency: Working understanding of Kubernetes, cloud-native platforms, AI/ML infrastructure, and the GPU stack (DGX and NVL-class systems, networking, schedulers, inference serving). You can size integration work and translate technical details into ROI for executives.
• Commercial construction skills: You can build price books, model royalties, and structure support and warranty flow-down agreements that satisfy both engineering and legal stakeholders.
• Influence without authority: Demonstrated ability to mobilize cross-functional teams (Product, Engineering, Marketing, regional sales) on both sides of an alliance without direct organizational control.
• Operating rigor and builder instinct: Disciplined qualification (MEDDPICC or equivalent), forecasting hygiene, and comfort in ambiguous, high-velocity environments with no inherited program. You compress timelines rather than manage them.

Bonus points for:

• History of getting software named in server OEM AI infrastructure reference or validated designs
• NVIDIA partner ecosystem experience (NCP, ISV certification, reference architecture programs)
• Open-source ecosystem credibility (CNCF standing, maintainer or contributor experience)
• Fluency with adjacent stack and marketplace constructs (Slurm, Ray, Run:ai, inference serving, cloud marketplace private offers)

How We Work With You

Candidates apply directly through Get A Job.ai. Our recruiting team will conduct an initial screen to understand your experience with OEM and ISV alliances, commercial modeling, and partner-influenced revenue. Qualified candidates are then submitted to our client for interviews. Please do not attempt to contact the client directly; all communication and interview coordination will be managed by our talent team to ensure a professional and efficient process.

Pay

Pay via Get A Job.ai: $225,000 – $280,000 USD, plus equity and comprehensive benefits including platinum-level health, dental, vision, and life insurance.

Equal Employment Opportunity: Get A Job.ai is committed to providing equal employment opportunities to all applicants and does not discriminate on the basis of race, color, religion, sex, national origin, age, disability, or any other protected characteristic. We celebrate diversity and are dedicated to creating an inclusive environment for all candidates.