Senior Channel Sales Representative (US/UK)

Sierra Ventures; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Equity

US 401(k) plan

Generous PTO

Medical/dental/vision

Job summary

Spectro Cloud is seeking a Senior Channel Sales Representative to own strategic partner relationships and drive co-sell revenue for our AI infrastructure solutions. You will manage one or two named partners, align executives, and coordinate joint GTM plans with partner sellers, solution architects, and BDMs.

The role requires 5+ years in channel or alliances selling into major partners, a track record of multi-million dollars in bookings, and deep knowledge of AI GPU/edge platforms.

Qualifications

• Minimum 5 years direct channel or alliances experience with WWT, CDW, Computacenter, Dell Technologies, AMD, NVIDIA, or Supermicro.
• Proven AI infrastructure sales experience involving GPUs, inference platforms, MLOps, or AI/ML reference architectures.
• Track record of $3M+ annual channel bookings.
• Demonstrated ability to build joint business plans, run QBRs, and drive co-sell motions.
• Fluent understanding of the AI infrastructure stack: GPUs, Kubernetes, inference servers, edge deployment.
• Bachelor's degree or equivalent professional experience; willingness to travel up to 40%.

Responsibilities

• Own the end-to-end relationship with one or two named strategic partners; executive alignment and co-sell execution.
• Build and manage a co-sold pipeline for AI Inference Launchpad and Instinct Coder with partner AEs and BDMs.
• Develop and execute a written joint business plan with bookings targets and enablement milestones.
• Drive partner-sourced/referenced revenue against a defined quota and forecast in Salesforce.
• Enable partner field teams on Spectro Cloud's AI stack and coordinate with internal teams to remove friction.
• Represent Spectro Cloud at partner kickoffs, summits, and industry events; identify new co-sell plays.

Skills

Channel sales

Partner relationships

AI infrastructure

Executive communication

QBRs & joint plans

Education

Bachelor's degree

Job description

Who We Are

Spectro Cloud helps the world's most demanding enterprises run Kubernetes and AI workloads at scale — from the data center to the edge. Our Palette platform and AI Inference Launchpad let customers deploy, secure, and operate production-grade AI infrastructure across any environment, on any hardware. We partner deeply with global systems integrators, distributors, and silicon and server OEMs to bring next-generation AI stacks to market.

The Role:

We are hiring a Senior Channel Sales Representative to own one or two of our most strategic partner relationships. This is a high-visibility, individual-contributor role for a seasoned channel seller who has spent years navigating one or more of our target ecosystems — WWT, CDW, Computacenter, Dell Technologies, AMD, NVIDIA, or Supermicro — and knows how to turn those relationships into repeatable, co-sold revenue.

You will be the face of Spectro Cloud inside your named partner(s), driving co-sell motions around our AI Inference Launchpad and Instinct Coder solutions. You will build joint pipeline with partner sellers, influence partner-led AI infrastructure deals, and turn strategic MOUs into measurable bookings.

What You Will Do:

• Own the end-to-end relationship with one or two named strategic partners — executive alignment, seller enablement, joint GTM planning, QBRs, and co-sell execution.
• Build and manage a co-sold pipeline for AI Inference Launchpad and Instinct Coder, working shoulder-to-shoulder with partner AEs, solution architects, and BDMs.
• Develop and execute a written joint business plan with clear bookings targets, marketing investment, technical enablement milestones, and executive checkpoints.
• Drive partner-sourced and partner-influenced revenue against a defined quota; forecast accurately in Salesforce and report progress to Spectro Cloud and partner leadership.
• Enable partner field teams on Spectro Cloud's AI infrastructure story — GPU cluster deployment, inference at scale, edge AI, and how our stack complements NVIDIA, AMD, and OEM hardware.
• Coordinate with Spectro Cloud direct sales, marketing, and product teams to bring the right resources into partner deals and remove friction.
• Represent Spectro Cloud at partner sales kickoffs, technical summits, and industry events (RSA, NRF, GTC, KubeCon, partner tech summits, etc.).
• Continuously identify new co-sell plays, ISV alignments, and reference architectures that expand our footprint inside the partner.

What You'll Bring (Required):

• Minimum 5 years of direct channel or alliances experience selling with (or into) at least one of: WWT, CDW, Computacenter, Dell Technologies, AMD, NVIDIA, or Supermicro. This is a hard requirement — we are looking for existing relationships and credibility inside these organizations.
• Proven AI infrastructure sales experience — you have personally closed or heavily influenced deals involving GPUs, accelerated compute, inference platforms, MLOps, or AI/ML reference architectures. This is non-negotiable.
• Track record of consistently meeting or exceeding a channel bookings quota of $3M+ annually.
• Demonstrated ability to build joint business plans, run QBRs, and drive co-sell motions — not just partner enablement.
• Fluent understanding of the AI infrastructure stack: GPUs and accelerators, Kubernetes, inference servers, model serving, edge deployment, and how ISV software layers on top of OEM hardware.
• Excellent executive presence and written communication; comfortable presenting to partner CROs, technical leaders, and joint customer executives.
• Bachelor's degree or equivalent professional experience.
• Willingness to travel up to 40% within region.

Nice to Have:

• Prior experience selling a Kubernetes, container, or edge platform (Red Hat OpenShift, Rancher/SUSE, VMware Tanzu, Nutanix, Platform9, etc.).
• Existing relationships with GPU-focused AI practices at WWT, CDW, or Computacenter, or with the AI/data center sales orgs at Dell, NVIDIA, AMD, or Supermicro.
• Experience closing deals that combine ISV software with OEM hardware bundles or GSI-delivered services.
• Familiarity with sovereign AI, factory floor / edge inference, or regulated-industry AI deployments.

What Success Looks Like:

• First 30 days: Joint intro meetings completed with your partner's channel, AI practice, and field leadership. Baseline of open co-sell opportunities documented.
• First 90 days: Written joint business plan signed off by both sides. First co-sold AI Inference Launchpad or Instinct Coder opportunities in stage 2+.
• First 6 months: Repeatable co-sell motion in place across at least three partner regions. Predictable quarterly pipeline generation from partner sellers.
• First 12 months: Quota attained. Spectro Cloud is recognized inside the partner as a top AI infrastructure ISV of choice.

Compensation & Benefits:

Competitive base plus uncapped commission, equity, comprehensive medical/dental/vision, US 401(k) plan, and generous PTO. Compensation is calibrated to experience and the strategic importance of the assigned partner(s).

Equal Opportunity:

Spectro Cloud is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.