Sr. Global Alliance Director, Channel and OEM

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sr. Global Alliance Director, Channel and OEM based in Spain. As Sr. Global Alliance Director, Channel and OEM, you will lead the creation and expansion of a global partner ecosystem that accelerates the adoption of next-generation AI infrastructure software. You will build a revenue-generating channel strategy from the ground up, establishing strategic relationships with value-added resellers (VARs), original equipment manufacturers (OEMs), and distribution partners across international markets. Working at the intersection of AI infrastructure, cloud-native technologies, and enterprise sales, you will transform partnerships into measurable commercial results. You will own partner recruitment, activation, commercial frameworks, co-selling initiatives, and revenue performance while ensuring alignment across sales, marketing, and technical teams. Initially operating as a hands‑on individual contributor, you will progressively build and lead a global channel organization as the business scales. This is an opportunity for an entrepreneurial partnerships leader to shape a high‑impact ecosystem, influence executive stakeholders, and drive sustainable growth in a fast‑moving, remote‑first technology environment. 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.
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