Sr. Director, OEM, Storage and ISV

Overview

Every AI Factory is a stack: GPU servers, storage, networking, and the software that turns them into products. As Sr. Director, OEM, Storage & ISV at vCluster Labs, you make vCluster the tenant layer in that stack, validated and sold by the companies that build the hardware and the software around it. You will own our relationships with server OEMs such as Supermicro and HPE, storage partners such as VAST Data and WEKA, and network and software ISVs such as F5 and Netris.

This is a builder’s seat with a number attached. Every AI Factory ships with servers, storage, and a network fabric. Each one is a chance to ship with vCluster too. Get this right and OEM and storage sellers bring vCluster into AI Cloud, telco, sovereign, public sector, and enterprise builds without being asked. We want an alliance leader who has done this at the top of the industry and wants to do it where one person moves the whole company.

We are building a substantial revenue business with OEM, storage, and ISV partners. Getting there takes steady, visible work: validated joint solutions in the field, executive time with partner leaders every week, OEM and storage sellers bringing vCluster into their deals, pipeline our AEs accept and forecast, and joint wins that become references. You will set the targets with us, own them, and report on them every Monday. We expect early proof in your first two quarters and a growing share of company bookings after that.

Overview

As Sr. Director your role will include

Building the partners: You will build executive and working-level relationships across partner product, alliance, and field organizations. With the Partner Solutions Engineering team, you will lead joint validation (reference architectures, bills of materials, deployment guides, and benchmarks) and deliver validated joint solutions, including verified AI Factory configurations and a joint reference architecture with F5. You will integrate storage and network partners into tenant clusters so each tenant gets its own storage, network, and compute boundary on Private Nodes, and enable partner sellers and architects with plays, training, and demo environments so vCluster is part of their standard AI Factory pitch.
Setting the strategy: You will own the global OEM, storage, and ISV strategy: partner selection, joint business plans, integration roadmap, and revenue targets. You will pick the partners and joint solutions with the shortest path to field revenue, and say no to the rest. You will track partner roadmaps and new hardware generations so vCluster and vMetal support them on day one, bring partner requirements into vCluster Labs Product and Engineering, and keep vMetal driver support current for partner hardware and provisioning tools.
Executing in the field: You will run the AI Factory Blueprint play: NVIDIA, OEM, storage, network, and vCluster in one verified configuration, sold through OEM field teams and their channel partners. You will build OEM sell-through and resale paths, including SKUs, price list placement, and marketplace listings where they fit. Alongside the Sr. Director, Global Channel & GSI, you will work with distributor integration centers such as TD SYNNEX and Arrow so vCluster is loaded and validated on AI Factory configurations before they ship. You will run joint marketing, events, and customer stories with each priority partner, secure executive sponsors on both sides, and run a quarterly business review with each one.
Turning it into revenue: You will turn OEM and storage field access into partner-sourced pipeline our AEs accept, then into bookings they forecast and close. You will map accounts with partner field teams and work joint pursuits with our AEs and the NVIDIA team. You will negotiate OEM, resale, and technology partnership agreements built for long-term scale, and build an account plan for every priority partner that you review with Sales and the CEO every quarter.
Owning the alliance number: You will own the alliance scorecard: partner-sourced and partner-influenced pipeline, bookings, AE acceptance rate, validated solutions, and field activation. There is one number: partner-attributed bookings, deduplicated, owned in Salesforce. If it doesn’t create pipeline an AE accepts, it doesn’t count. You will inspect pipeline every Monday with Sales, qualify every deal with MEDDPICC, and call it commit, likely, or stretch with evidence. Data over opinions. Process over heroics.
Operating with urgency and focus: Speed is a strategy; we compress timelines rather than manage them. We raise the bar on every deal, every review, and every hire. Fewer partners, done deeper: we skip the logo wall and go after the deals. You own the number, the relationship, and the outcome, with no hand-offs and no excuses. We win when our partners win in front of a customer.

Sr. Director, OEM, Storage and ISV

Overview

Sr. Director, OEM, Storage and ISV

Overview

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As Sr. Director your role will include

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