Global VAR & Channel Partnerships Director | Remote

Jobgether; España; Híbrido; EUR 201.000 - 250.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Equity participation

Remote-friendly policy

Flexible schedule

Premium health insurance

Descripción de la vacante

Jobgether, on behalf of a partner, seeks Senior Director, VAR & Channel Partnerships based in Spain to build a global reseller program for an AI infrastructure platform. You will recruit VARs, drive first partner-sourced bookings, and shape the channel strategy across NA, EMEA, APJ, starting as IC.

As the program grows, you will lead a team, establish commercial models, implement MEDDPICC, manage MDF, and align sales incentives with partners, delivering measurable revenue and sustainable

Formación

• 8+ years in channel, reseller, or partner sales in infra software or cloud tech.
• Proven track record building partner channels from early stage to revenue.
• Demonstrable results in recruiting, activating, and developing partners.
• Executive relationships with national/regional VARs (WWT, CDW, SHI, etc.).
• Strong understanding of VAR economics and incentives.
• Knowledge of channel program mechanics: tiers, discounts, registration, MDF.
• Ability to negotiate terms and manage channel conflicts.
• Technical familiarity: Kubernetes, cloud-native, GPU infra.
• Experience launching channels as IC before building a team.
• Hiring or managing partner managers or channel sales pros.
• Cross-functional leadership across Sales/Marketing/Legal/Enablement.
• MEDDPICC familiarity.

Responsabilidades

• Lead the development and execution of the global VAR and channel strategy across NA, EMEA, APJ.
• Recruit, activate, and develop high-potential VARs with revenue potential.
• Manage full partner activation lifecycle from engagement to first transaction.
• Define and enforce partner performance expectations and exit underperforming relationships.
• Design the partner commercial model with discounts, incentives, and margins.
• Own PoR, deal registration processes and regional ownership rules.
• Develop distribution relationships to accelerate partner transactions.
• Align internal sales incentives with channel objectives for co-selling.
• Build named-account strategies linking internal reps with partner sellers.
• Develop multi-party opportunities with NVIDIA alliances and ISV/OEM partners.
• Lead partner sales enablement, certifications, and tier requirements.
• Drive joint marketing initiatives with measurable pipeline goals.
• Manage MDF with investment aligned to pipeline contribution.
• Design future channel organization and hiring priorities.
• Recruit and lead partner managers and partner engineers.
• Own channel pipeline and MEDDPICC-based qualification and weekly reviews.
• Establish reliable partner attribution and reporting for pipeline and bookings.
• Lead quarterly business reviews on revenue, plans, and priorities.

Conocimientos

Channel sales leadership

VAR recruitment

Executive relationships

Go-to-market strategy

MEDDPICC knowledge

Cloud/AI infrastructure knowledge

Negotiation

Kubernetes

Herramientas

Kubernetes

Descripción del empleo

Jobgether, on behalf of a partner, seeks Senior Director, VAR & Channel Partnerships based in Spain to build a global reseller program for an AI infrastructure platform. You will recruit VARs, drive first partner-sourced bookings, and shape the channel strategy across NA, EMEA, APJ, starting as IC.

As the program grows, you will lead a team, establish commercial models, implement MEDDPICC, manage MDF, and align sales incentives with partners, delivering measurable revenue and sustainable