Director, Strategic Channels

Join Vultr

The channel team is a central pillar of our growth strategy, and we are looking for a Director, Strategic Channels, reporting to the VP of Global Channel.  You’ll be responsible for partner recruiting, enabling and driving funnel growth in an incredibly dynamic, fast paced, and rapidly growing AI centric industry.

What to expect:

As a Director, Strategic Channels, you will be responsible for enabling, activating, maturing, and building funnels across a set of strategic partnerships in the IaaS and Cloud Compute industry. This role requires an individual with strong independent work ethic, technical aptitude, a proven track record in partner leadership, and the ability to build and execute partner strategies that drive revenue growth. 

• Partner Strategy Development & Execution:
• Define and implement the channel partner strategy to grow IaaS & Cloud Compute business within key markets.
• Develop and maintain a comprehensive understanding of partners’ business models, capabilities, and goals.
• Identify and recruit new channel partners that align with the company's strategic goals in cloud and infrastructure services.
• Relationship Management:
• Serve as the main point of contact for channel partners, fostering strong, long-term relationships to drive mutual success.
• https://docs.google.com/document/d/1fg15f59ioOsa99_ZUjAzmcD66761CW21/editRecruit, build, and activate partnerships with cloud providers, resellers, managed service providers (MSPs), and other third-party vendors.
• Provide support to partners in the sales cycle, including opportunity identification, lead generation, and closing deals.
• Partner Enablement:
• Align with partner executive stakeholders to drive execution of joint GTM strategies.
• Deliver partner onboarding and enablement tools and training to equip partner sellers for success
• Organize and lead regular partner business reviews to ensure alignment and performance tracking against KPIs
• Revenue Growth and Performance Tracking:
• Manage funnel metrics to ensure attainment of revenue expectations of the role.
• Set and manage sales and revenue targets for channel partners, tracking progress and ensuring accountability.
• Collaborate with partners to drive joint sales activities and promote the adoption of IaaS and cloud compute solutions.
• Monitor partner performance, identify areas for improvement, and implement corrective actions where necessary.
• Cross-Functional Collaboration:
• Collaborate with internal teams including sales, marketing, product management, and customer support to ensure a unified approach to partner management.
• Support the alignment of product offerings and messaging with channel partner needs.

Our ideal candidate will have: 

• Experience:
• 5+ years of experience in channel sales or partner management, specifically within the IaaS, AI, PaaS, or Cloud Computing industry.
• Proven success activating channel partner and alliance relationships.
• Solid understanding of cloud infrastructure services, including high performance compute, CPU, GPU, storage, networking, and virtualization.
• Skills:
• Strong relationship management and communication skills, with the ability to influence stakeholders at all levels.
• Analytical skills to track partner performance, forecast sales, and identify growth opportunities.
• Experience with CRM systems (e.g., Salesforce) and partner management tools.
• Negotiation and contract management expertise.
• Ability to work collaboratively across teams and with partners to achieve business objectives.
• Technical Knowledge:
• A strong technical background in IaaS, cloud computing, and/or enterprise software solutions.
• Knowledge of key cloud hyperscaler platforms and marketplaces. 
• Education:
• Bachelor’s degree in business, Marketing, Computer Science, or related field. An MBA or equivalent is a plus.

Ability to travel >50%

Compensation

$120k-150k base + commission

This salary can vary based on location, years of experience, background and skill set.