Manager, GPU as a Service (GPUaaS) Channel Sales

Rackspace Technology; United States; On-site; USD 140,000 - 210,000; Full time

Job summary

Rackspace Technology is seeking a senior leader to drive the U.S. GPUaaS channel strategy and execution. The role focuses on building a high-value partner ecosystem, from recruitment to activation and deal progression, in order to generate revenue through partner-led bookings.

You will collaborate with Sales, Alliances, Product, and Finance to ensure disciplined, scalable indirect revenue growth while maintaining clear deal ownership and CRM hygiene.

Responsibilities

• Develop and execute the U.S. GPUaaS channel plan, prioritizing partners with enterprise AI, HPC, cloud, data-center buyers.
• Recruit, onboard, and activate strategic partners including solution providers like WWT.
• Create joint business plans with priority partners covering target accounts, use cases, campaigns, sponsorships, enablement, pipeline goals, and bookings.
• Own partner-sourced and partner-influenced GPUaaS pipeline from registration through close; maintain clear ownership.
• Manage the GPUaaS deal-registration process including validation, revalidation, attribution, and CRM hygiene.
• Build repeatable partner enablement for GPUaaS positioning, workloads, infrastructure options, and sales plays.
• Coordinate with Sales and Business Development to convert partner opportunities into proposals and bookings.
• Partner with Product, Finance, Legal, and Delivery to ensure channel commitments align to capacity, pricing, and terms.
• Inspect the channel pipeline weekly, identify stalled opportunities, and track next actions and data in CRM.
• Create executive partner reviews and QBRs measuring pipeline, bookings, productivity, enablement, and actions.
• Ensure channel incentives are tied to incremental, qualified business and compliant with referral structures.

Job description

Job Profile Summary

Leads the U.S. channel strategy and execution for Rackspace GPU as a Service (GPUaaS), building a focused ecosystem of high-value channel, solution-provider, integrator, and technology partners - including firms such as World Wide Technology (WWT) and other strategic partners - that can originate, influence, and accelerate qualified GPUaaS opportunities. The role owns partner recruitment, activation, enablement, deal registration, pipeline creation, opportunity progression, and partner-sourced bookings for GPUaaS. Works closely with GPUaaS Sales, Business Development, Alliances, Product, Finance, Legal, Operations, and Delivery to create a predictable, economically disciplined indirect revenue engine.

Role Mission

Build a small, high-performing GPUaaS channel ecosystem that expands market reach, creates net-new qualified demand, and converts partner-led opportunities into profitable bookings while maintaining clear deal ownership, disciplined registration, and measurable partner productivity.

Career Level Summary

• Manages professional employees and/or channel resources and is accountable for team performance and results within the GPUaaS channel motion.
• Owns functional plans, priorities, partner coverage, and resource allocation for the U.S. GPUaaS channel business.
• Uses data, partner economics, pipeline inspection, and business judgment to resolve channel conflicts and accelerate opportunities.
• Provides commercial and GPUaaS go-to-market guidance to internal teams, channel partners, and customers.
• Operates with senior-management guidance while independently driving execution against agreed bookings, pipeline, and partner activation goals.

Key Responsibilities

• Develop and execute the U.S. GPUaaS channel plan, prioritizing partners with demonstrated access to enterprise AI, HPC, cloud, infrastructure, data-center, and accelerated-compute buyers.
• Recruit, onboard, and activate a focused set of strategic partners, including solution providers such as WWT and other regional/global channel partners, based on defined coverage gaps and revenue potential.
• Create joint business plans with priority partners covering target accounts, use cases, campaigns, executive sponsorship, enablement, pipeline goals, and quarterly booking objectives.
• Own partner-sourced and partner-influenced GPUaaS pipeline creation and progression from registration through close; maintain clear opportunity ownership and avoid duplicate referral economics.
• Administer the GPUaaS deal-registration process, including validation, expiration/revalidation, attribution, referral eligibility, and CRM hygiene in accordance with approved GPUaaS channel rules.
• Build repeatable partner enablement for GPUaaS positioning, target workloads, infrastructure options, commercial constructs, qualification criteria, objection handling, and sales plays.
• Coordinate with GPUaaS Sales and Business Development to convert qualified partner opportunities into proposals, bids, commercial negotiations, and bookings.
• Partner with Product, Capacity/Operations, Finance, Legal, and Delivery to ensure channel commitments align to available capacity, pricing guardrails, margin requirements, contracting terms, and implementation readiness.
• Inspect channel pipeline weekly, identify stalled opportunities and next actions, and maintain accurate CRM stage, value, close date, partner attribution, and next-step data.
• Create executive-level partner reviews and QBRs that measure pipeline creation, conversion, bookings, productivity, enablement, and corrective actions.
• Protect channel economics by ensuring incentives are tied to incremental, qualified business and comply with approved GPUaaS referral/commission structures.
• Provide market intelligence on partner demand, competitive offers, pricing signals, workload trends, and