Director Global Alliance Leader for AI Infrastructure Channels and VARs (Value-Added Resellers)

As Director Global Alliance Leader at vCluster Labs, you aren’t just signing reseller agreements; you are building the channel that lets the world’s AI infrastructure resellers sell tenant isolation without us in the room. Enterprises do not buy AI infrastructure one product at a time. They buy it from the reseller who already holds the paper, the services capacity, and the trust. Your first targets are the partners where our path to the money is right now: WWT and Computacenter, then SHI, CDW, and the national and regional VARs that actually sell AI infrastructure. You can pull in GSIs, ISVs, and distributors where they accelerate a reseller deal; the global system integrators (Accenture, Deloitte, EY) stay with the VP. (Internally titled Director, Alliances, Channel & VARs)

This is a founding, zero-to-one role on a first-year partner program. There is no channel to inherit and no team underneath you. Success is measured in partner-sourced bookings, transacting partners, and registered deals that close. Not in logos signed.

As Director Global Alliance Leader, Channels and VARs, your role will include

• Recruitment and activation: You will recruit against a filter, not for coverage. A short list of VARs who can actually source AI infrastructure and platform engineering deals beats a long list who cannot. You will own the path from first conversation to first transaction (agreement, track admission, enablement, first registered deal, first close) and retire non-performing partners without drama. Time from signature to first dollar is your headline metric.
• Transaction mechanics: You will own the reseller commercial model: tier discounts, deal-registration uplift, renewal margin, volume incentives, and named-account bonuses. You will run deal registration and Partner of Record (regional PoR, active-engagement standards, renewal rights, and conflict resolution that holds up when two partners claim the same account), and build distrib