Global VAR & Channel Partnerships Director

Jobgether; Schweiz; Remote; CHF 186,000 - 231,000; Full time

Benefits offered by this job

Equity participation

Health insurance

Remote-first flexibility

Flexible schedule

Job summary

Jobgether is seeking a Senior Director of VAR & Channel Partnerships to build and lead a global reseller ecosystem from Switzerland. This founding role starts as an individual contributor, recruiting VARs, driving first partner-sourced bookings, and shaping the channel strategy across North America, EMEA, and APJ.

As the program grows, you’ll assemble a team to scale partner performance globally. You’ll manage executive relationships, design the commercial model, enable partners, and drive

Qualifications

• At least 8 years of experience in channel, reseller, or partner sales within infrastructure software, AI infrastructure, or cloud technology.
• Proven track record of building partner channels from early stage into revenue-producing ecosystems across multiple regions.
• Demonstrable results in recruiting, activating, and developing partners with measurable partner-sourced bookings and transactions.
• Established executive-level relationships with national and regional VARs.
• Strong understanding of VAR economics, compensation, and motivation.
• Practical knowledge of channel program mechanics: tiers, discounts, deal registration, PoR, renewal rights, distribution, MDF governance.
• Ability to negotiate commercial terms, manage channel conflicts, and protect partner relationships.
• Working knowledge of Kubernetes, cloud-native architecture, GPU infrastructure, and AI infrastructure, with ability to speak to technical partners.
• Experience launching and scaling channel programs as an individual contributor before building/leading a team.
• Hiring or managing partner managers or channel sales professionals, or readiness to take on this role.
• Strong cross-functional leadership and ability to mobilize Sales, Marketing, Legal, Enablement.

Responsibilities

• Own the global VAR and channel strategy from recruitment to commercial execution and expansion.
• Identify, recruit, and activate high-potential VARs across regions.
• Manage partner activation lifecycle: engagement, agreements, admission, enablement, deal registration, first transaction.
• Establish partner performance expectations and address underperformance.
• Design and manage the partner commercial model: discounts, incentives, renewal margins, MDF governance.
• Oversee Partner of Record processes, regional ownership, renewal rights, and channel conflict resolution.
• Develop distribution relationships to accelerate partner transactions with efficient quoting and fulfillment.
• Align internal sales incentives with channel objectives to enable effective co-selling.
• Build named-account strategies linking internal and partner sales for clear ownership.
• Develop multi-party opportunities with NVIDIA alliances, OEM/ISV partnerships, and distribution channels.
• Lead partner sales and technical enablement, certification programs, and tier requirements.
• Direct joint marketing initiatives with measurable pipeline objectives.
• Manage MDF and measure contribution and returns.
• Design future channel organization, hiring priorities, and team structure.
• Recruit and lead partner managers and partner engineers as revenue expands.
• Own channel pipeline and revenue, apply MEDDPICC, review opportunities weekly.
• Establish reliable partner attribution and reporting for sourced/attached pipeline, bookings, registered deals, win rates, MDF returns.
• Lead quarterly business reviews on revenue, account plans, certifications, marketing, renewals.

Skills

Channel sales

Partner channel building

Executive relationships

Channel programs

Negotiation

Kubernetes

Cloud architecture

AI infrastructure

Channel program launch

Individual contributor

Partner management

Cross-functional leadership

MEDDPICC

Builder mindset

Communication

Tools

Kubernetes

Job description

Jobgether is seeking a Senior Director of VAR & Channel Partnerships to build and lead a global reseller ecosystem from Switzerland. This founding role starts as an individual contributor, recruiting VARs, driving first partner-sourced bookings, and shaping the channel strategy across North America, EMEA, and APJ.

As the program grows, you’ll assemble a team to scale partner performance globally. You’ll manage executive relationships, design the commercial model, enable partners, and drive