Sr. Director, VAR & Channel Partnerships

The posting, as vCluster Labs wrote it

As Sr. Director, VAR & Channel Partnerships at vCluster Labs, you aren’t just signing reseller agreements; you are building and leading the global partner 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 distributors, and the OEM and ISV partners your peers own, where they accelerate a deal; the global system integrators (Accenture, Deloitte, EY) stay with the VP.

This is a founding, zero-to-one role on a first-year partner program. You start as an individual contributor: there is no channel to inherit, and you will carry the first partners and the first number yourself. As the channel proves out, you will hire and lead the team that scales it globally. Success is measured in partner-sourced bookings, transacting partners, and registered deals that close. Not in logos signed.

As Sr. Director, VAR & Channel Partnerships, your role will include:

• Global partner leadership: You will own vCluster’s global VAR and channel partnerships end to end: the strategy, the executive relationships, and the commercial results. You will be vCluster’s senior voice with partner leadership across North America, EMEA, and APJ, and you will decide where we invest and where we do not.
• 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, and first close. You will also retire non-performing partners without drama. Time from signature to first dollar is your headline metric.
• Transaction mechanics: You will own the partner commercial model: tier discounts, deal-registration uplift, renewal margin, volume incentives, and named-account bonuses. You will run deal registration and Partner of Record, including regional PoR, active-engagement standards, renewal rights, and conflict resolution that holds up when two partners claim the same account. You will build distribution where it scales the motion, while keeping the quoting and order path clean enough that partners do not route around it.
• Field alignment: You will make co-sell comp-neutral so our sellers get full quota credit and never fight the channel. You will build named-account maps between vCluster sellers and partner sellers, with deal registration the field trusts. You will give partner sellers a reason to lead with vCluster: margin they can count on, services attach they can sell, and a technical story

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ompetitive compensation package, including equity.

• Premium Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).
• Flexible Working Schedule:  You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.
• Workplace Flexibility:  We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.

CULTURE & VALUES

At vCluster Labs, we value and stand for

• Make it Happen: We have a relentless bias for action and the grit to push through obstacles. We do whatever it takes to figure it out, put in the work, and ruthlessly prioritize the actions that drive measurable impact for the business.
• Own the Outcome: We understand that our responsibility doesn't end when a task is checked off; it ends when the value is delivered. We connect our daily individual actions to the broader success of the company and our customers.
• Create Wow: We measure success by the experience we generate, both inside and outside the company. For our customers, this means impressive speed and intuitive experiences. For our team, this means going the extra mile to support one another and to continuously drive each other to new heights.
• Open Source, Open Mind: We are actively contributing to and maintaining open-source projects. Internally, we foster meritocracy — the strongest ideas win, no matter who or where they come from.
• Build Tomorrow’s Standards, Intentionally: We don't just ship software; we define the state-of-the-art of tomorrow. We are fearless in tearing down old approaches to build something better, but we are disciplined in how we do it because we know our users rely on our technology to run mission-critical infrastructure platforms.