Director, Strategic Channels

Summary

Join Vultr's channel team as a Director, Strategic Channels, reporting to the VP of Global Channel. You will be responsible for partner recruitment, enablement, and driving funnel growth within the IaaS and Cloud Compute industry. This role demands strong independent work ethic, technical aptitude, and proven partner leadership. You will develop and execute partner strategies to boost revenue growth, manage funnel metrics, and collaborate with internal teams. Vultr offers a 100% remote work environment, a competitive salary, and various benefits including a 401k plan, professional development reimbursement, paid time off, and more.

Requirements

• 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
• 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
• A strong technical background in IaaS, cloud computing, and/or enterprise software solutions
• Knowledge of key cloud hyperscaler platforms and marketplaces
• Bachelor’s degree in business, Marketing, Computer Science, or related field
• Ability to travel >50%

Responsibilities

• 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
• Serve as the main point of contact for channel partners, fostering strong, long-term relationships to drive mutual success
• Recruit, 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
• 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
• 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
• 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

Preferred Qualifications

An MBA or equivalent is a plus

Benefits

• A 100% remote work environment + a company-wide virtual get together
• 401(k) plan that matches 100% up to 4% with immediate vesting
• Professional Development Reimbursement of $2,500 each year
• 11 Holidays + Paid Time Off Accrual + Rollover Plan + take off your birthday!
• Increased PTO at 3 year anniversary + 1 month sabbatical at 5 year anniversary + Anniversary Bonus each year
• $500 first year remote office setup + $400 each year following for new equipment
• Monthly internet reimbursement up to $75
• $50 per month for a gym membership
• $120k-150k base + commission