Senior Channel Sales Representative

Who you are

• 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
• 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 the job involves

• 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
• 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 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