Channel & Ecosystem Sales

VAST; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

VAST is seeking a senior channel partnerships leader who will drive ecosystem co-building with major cloud vendors and lead joint selling initiatives. You will coordinate with hardware/software vendors to define integrated AI solutions and embed our API as a differentiator, while shaping revenue-sharing models for sustainable enterprise partnerships.

The role requires a proven track record in cloud/channel sales, strong negotiation skills, and the ability to bridge gaps across AI, 3D graphics,

Qualifications

• 5+ years of channel sales and ecosystem partner development experience in cloud computing, large-scale ICT, or SaaS/PaaS companies.
• Experience managing Co-Sell initiatives within AWS Marketplace or Alibaba Cloud ecosystem with tangible results, or established traditional ICT distribution channel networks.
• Strong negotiation and commercial closure capabilities when dealing with industry giants or complex channel interest chains.
• Holistic understanding of the generative AI ecosystem, 3D graphics/printing workflows, or ICT channel distribution mechanisms.

Responsibilities

• Co-builds into top-tier global cloud vendor ecosystems (e.g., AWS Marketplace, GCP, Alibaba Cloud Bailian) and drives joint selling with cloud vendors' frontline sales teams.
• Develops and operates a C-end 3D design vertical traffic MCN matrix with design communities and offline channels to roll out Tripo solutions.
• Collaborates with hardware and software vendors to define integrated hardware-software AI solution packages and embed Tripo's 3D API as a core differentiator.
• Designs multi-party revenue-sharing mechanisms and leads high-difficulty cross-boundary negotiations to ensure ecosystem health and monetization.

Skills

Channel sales

Ecosystem partner development

Negotiation

Cross-domain dialogue

Job description

Remote-friendly for candidates based in North America

1. Global Cloud Vendor Ecosystem Co-Building (Co-Sell): Responsible for Tripo's onboarding into top-tier global cloud vendor ecosystems (such as AWS Marketplace, Alibaba Cloud Bailian, GCP, Azure), joint partner training, and business opportunity matching; drive joint selling (Co-Sell) with cloud vendors' frontline sales teams, leveraging the compliance endorsement of cloud giants to collectively win global enterprise-level key accounts.


2. Traffic and Traditional Channel Matrix Building: Develop and sustainably operate a C-end 3D design vertical traffic MCN matrix, leading design communities, traditional ICT agency channels, and offline vertical traffic pools (such as large vocational colleges and design training institutions), driving the standardized, large-scale rollout of Tripo solutions through diversified distribution policies.


3. Integrated Hardware-Software Solution Definition: Collaborate deeply with leading hardware equipment vendors (such as 3D printing, CNC, laser engraving, and other desktop manufacturing leaders) and industry software vendors to jointly define an \"integrated hardware-software AI solution package\", and drive partners to embed Tripo's 3D API as a core differentiating selling point into their devices or community ecosystems.


4. Business Model Design and Revenue-Sharing Negotiation: Design a long-term competitive, multi-party win-win ecosystem benefit-sharing mechanism, lead high-difficulty, cross-boundary commercial revenue-sharing negotiations, and ensure the health, loyalty, and sustainable monetization capability of the channel system.

Requirements

1. Proven Ecosystem/Channel Track Record: 5+ years of channel sales and ecosystem partner development experience in cloud computing, large-scale ICT, or well-known SaaS/PaaS companies. Candidates who have managed Co-Sell initiatives within the AWS Marketplace or Alibaba Cloud ecosystem with tangible results, or who possess an established traditional ICT distribution channel network, are strongly preferred.


2. Strong Commercial Architecture and Integration Capability: Possess keen business acumen and top-level solution integration thinking, able to seamlessly \"stitch\" complex AI capabilities with partners' software, hardware, or curriculum systems, and independently produce high-quality Joint Business Plans (JBP).


3. Top-Tier Negotiation and Game-Playing Skills: Adept at managing multi-party conflicts of interest, with strong negotiation flexibility and commercial closure capability when dealing with industry giants or complex channel interest chains.


4. Broad Cross-Domain Cognitive Scope: Possess a holistic understanding of the generative AI ecosystem, 3D graphics/printing workflows, or ICT channel distribution mechanisms, and able to engage in seamless dialogue with partners from diverse industry backgrounds.