Sr. Global Alliance Director, Channel and GSI

About This Opportunity

We are representing a confidential, venture-backed AI infrastructure organization in their search for a Sr. Global Alliance Director, Channel and GSI. This is a founding, zero-to-one role building a first-year partner program from the ground up. You will not inherit an existing channel or team—you will create the reseller motion that puts our client's tenant isolation and AI infrastructure technology into enterprise deals through the partners who already hold the customer relationships.

This role is based in the United States and is fully remote.

Responsibilities

You will own the entire channel lifecycle, from partner recruitment through bookings:

• Recruitment and activation: Build a curated list of national and regional VARs who can source and close AI infrastructure deals. Own the path from first conversation to first transaction—agreement, enablement, deal registration, and close. Retire non-performing partners decisively. Time from signature to first dollar is your primary metric.
• Transaction mechanics: Design and manage the reseller commercial model, including tier discounts, deal registration uplift, renewal margin, volume incentives, and named-account bonuses. Run Partner of Record (PoR) governance, including conflict resolution and renewal rights. Build distribution where it scales the motion without adding friction.
• Field alignment: Make co-sell comp-neutral so internal sellers receive full quota credit and never compete with the channel. Build named-account maps between internal and partner sellers with deal registration the field trusts. Give partner sellers margin, services attach, and a technical story their SEs can deliver.
• Multi-party plays: Connect reseller opportunities to existing alliances (NVIDIA, OEMs, ISVs) so partners can quote validated stacks. Bring in GSIs, ISVs, or distributors where they accelerate a reseller deal.
• Enablement, marketing, and MDF: Own sales and technical certification for partners and enforce tier requirements. Run joint marketing with pipeline objectives (field events, webinars, named-account campaigns, customer stories). Approve MDF against pipeline outcomes with proof of performance required.
• Owning the channel number: Run MEDDPICC on every partner-attached opportunity. Conduct weekly pipeline inspection with queryable attribution from day one. Lead QBRs on a fixed cadence: bookings against plan, named-account inspection, certification status, marketing execution, renewal health, forward-quarter plan. Report KPIs without being asked: transacting partners, sourced and attached pipeline and bookings, registration volume and win rate, certified resources, MDF return.

What We're Looking For

• 8+ years in channel, reseller, or partner sales in infrastructure software, AI infrastructure, or cloud, with a demonstrable record of building a reseller channel from early stage to producing revenue. You can name the partners you activated and the revenue they produced.
• Deep VAR ecosystem experience: Direct, current relationships across national and regional VARs and infrastructure resellers (e.g., WWT, Computacenter, SHI, CDW, Insight, Presidio, AHEAD, ePlus, Connection, Softcat, and others). You know which ones actually sell AI infrastructure, how a VAR makes money, how their sellers get paid, where services attach sits, and what has to be true for a rep to lead with your product. You know the distributors and when to use them.
• Channel mechanics: Working command of tier and discount structures, deal registration, Partner of Record, renewal rights, distribution, and MDF governance. You can defend a discount structure, resolve a channel conflict without losing either partner, and tell a VAR no.
• AI infrastructure fluency: Working understanding of Kubernetes, cloud-native architecture, and GPU and AI infrastructure. Enough depth to earn credibility with a partner SE and enough range to translate it into margin and services opportunity for their leadership.
• Influence without authority: Proven ability to mobilize sales, marketing, legal, and enablement teams on both sides of a partnership without direct organizational control.
• Operating rigor and builder's instinct: Disciplined qualification (MEDDPICC or equivalent), forecast hygiene, and reporting discipline, paired with comfort in an ambiguous, high-velocity environment with no inherited program and no inherited team. Running an established channel is a different job; we are hiring for the build.

Bonus points for:

• NVIDIA partner ecosystem experience (NCP and reseller-facing programs)
• Distribution experience with Arrow, TD SYNNEX, Ingram Micro, or regional equivalents
• Public sector, sovereign, or regulated-industry channel experience
• Open-source commercial model experience

How We Work with You

Candidates apply directly through Get A Job.ai. Our recruiting team will screen your background and experience, then submit qualified candidates to our client for consideration. Please do not attempt to contact the client directly—all communication and interview coordination will be managed by our talent team to ensure a smooth, professional process for everyone involved.

Pay

Pay via Get A Job.ai has not been specified for this role. Compensation details will be discussed during the screening process.

Equal Opportunity: Get A Job.ai is committed to inclusive hiring practices and works with clients who value diversity and equal opportunity employment.