Director of Channel Partners

Voltage Park is on a mission to make machine learning infrastructure accessible to all, from large enterprises and research universities to seed-stage startups and nonprofits. Providing seamless access to compute with pricing and inventory transparency is the future of access to GPUs, and we are the only cloud provider offering a platform that shows all available GPUs with transparent, market-based pricing, in addition to long-term reserve contracts for our customers.

We are seeking an experienced and strategic Director of Channel Partnerships to optimize, scale, and elevate our global partner ecosystem. In this critical senior-level role, you will work closely with leadership to refine and execute a comprehensive channel strategy that positions Voltage Park as the preferred AI cloud infrastructure provider for a diverse range of partners, including Original Equipment Manufacturers (OEMs) like Dell and Nvidia, Systems Integrators, Managed Service Providers, Value-Added Resellers, Brokers, Consultants, and even strategic Competitor Partnerships. You will be instrumental in driving significant revenue growth through indirect sales channels, expanding our market reach, and enabling our partners to deliver exceptional value to their clients leveraging Voltage Park's solutions.

While this role does not require being in office regularly, you must be located in the Bay Area, with the ability to attend events, client and prospect meetings, and in-office meetings as needed. We are not able to provide sponsorship for this position.

What You’ll Do

• Channel Program Optimization & Growth: Lead the continuous optimization, expansion, and strategic evolution of Voltage Park's existing global channel program. Identify new opportunities within key partner segments (SIs, MSPs, VARs, OEMs, Brokers, Consultants, and Competitor Partnerships) to recruit, enable, and grow these relationships.

• Strategic Partner Recruitment & Onboarding: Proactively identify, recruit, and onboard new strategic partners that align with Voltage Park's growth objectives and market focus, particularly those serving Generative AI companies, startups, universities, and enterprise accounts.

• Partner Relationship Management: Build and maintain strong, collaborative relationships with key stakeholders within partner organizations, including executives, sales leaders, and technical teams, fostering mutual success.

• Partner Enablement: Develop and execute robust partner enablement programs, including sales training, technical certifications, marketing support, and joint go-to-market initiatives, ensuring partners are equipped to effectively sell and support Voltage Park solutions.

• Joint Business Planning: Collaborate with partners to develop joint business plans, setting clear objectives, sales targets, and marketing activities to drive pipeline generation and revenue.

• Sales Alignment & Collaboration: Work closely with Voltage Park's direct sales teams (including Senior Account Executives) to ensure seamless collaboration on opportunities, avoid channel conflict, and maximize overall sales effectiveness.

• Contract Negotiation & Management: Lead the negotiation of partner agreements, ensuring favorable terms and adherence to legal and business requirements.

• Performance Analysis & Reporting: Establish key performance indicators (KPIs) for the channel program, regularly monitor partner performance, analyze results, and provide actionable insights and reports to leadership.

• Market Intelligence: Stay informed about industry trends, competitive channel strategies, and emerging partner models within the AI/ML and cloud infrastructure space.

• Cross-Functional Leadership: Collaborate effectively with internal teams including Sales, Marketing, Product, Solutions Engineering, and Legal to ensure partner needs are met and the channel program is fully supported.

Qualifications

• Experience: 7+ years of progressive experience in channel management, managing partner relationships or partner sales within the technology sector, with a strong preference for experience in cloud infrastructure, AI/ML solutions, or high-performance computing (HPC). Demonstrated experience in optimizing and scaling existing partner programs is highly valued.

• Proven Track Record: Demonstrated success in building, scaling, and managing successful channel programs that have significantly contributed to revenue growth.

• Partner Network: Established relationships and a strong network within diverse partner communities, including Systems Integrators, Managed Service Providers, Value-Added Resellers, Original Equipment Manufacturers, Brokers, Consultants, and experience with Competitor Partnerships.

• Technical Acumen: Solid understanding of cloud-based solutions, AI/ML technologies, and the technical landscape relevant to Voltage Park's offerings.

• Strategic & Business Acumen: Strong strategic thinking, business development, and negotiation skills, with the ability to identify and capitalize on market opportunities.

• Leadership & Communication: Exceptional leadership, communication, presentation, and interpersonal skills, capable of influencing and motivating partners and internal teams.

• Analytical Skills: Proficient in data analysis to track partner performance, identify trends, and make data-driven decisions.

• Education: Bachelor's degree in Business, Marketing, Computer Science, or a related field

Voltage Park is an equal opportunity employer and makes employment decisions on the basis of merit. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic under federal, state, or local law. If you require an accommodation during the job application process, please notify your recruiter.