Director of Technology Alliances - OEM/ISV Partnerships

vCluster Labs

1d•$225,000 - $280,000•Remote

About The Position

As Director of Technology Alliances at vCluster Labs, you will be responsible for defining and integrating the tenant isolation layer into the reference architectures of OEM AI factories and ISV platforms. This is a founding, zero-to-one role on a first-year partner program, where you will own the strategy, agreements, and product integration. Your goal is to ensure vCluster is a fundamental part of OEM reference architectures and ISV offerings before customers make purchasing decisions. You will be instrumental in building the partner program from the ground up, establishing commercial models, driving ISV integrations, creating co-sell motions, and ensuring technical alignment.

Requirements

10+ years in technology alliances, OEM or ISV partnerships, partner sales, or ecosystem leadership in enterprise infrastructure software.
Proven track record of integrations and design wins that produced significant, measurable partner-influenced revenue.
Deep experience getting products embedded in other stacks (validated design, reference architecture, OEM catalog, marketplace listing, shipped ISV integration).
Ability to navigate large, matrixed organizations from engineering leads to GTM leadership.
Direct, current relationships across hardware OEMs (Dell, HPE, Supermicro, Lenovo, Cisco), storage vendors (VAST Data, WEKA, DDN, NetApp, Pure), and infrastructure ISVs.
Working understanding of Kubernetes, cloud-native platforms, and AI/ML infrastructure, including the GPU stack (DGX and NVL-class systems, networking and DPUs, schedulers, inference serving).
Ability to assess integration effort and translate technical details into ROI for executives.
Experience in commercial construction, including building price books, modeling royalties, and structuring support and warranty agreements.
Demonstrated ability to influence cross-functional teams (Product, Engineering, Marketing, sales) without direct organizational control.
Disciplined qualification (MEDDPICC or equivalent), forecasting hygiene, and reporting discipline.
Comfort in an ambiguous, high-velocity environment with no inherited program or team.
A builder’s instinct, with a focus on compressing timelines and driving results.

Nice To Haves

Prior OEM design work, specifically getting software named in a server OEM’s AI infrastructure reference or validated design.
NVIDIA partner ecosystem experience (NCP, ISV certification, or reference architecture programs).
Open-source ecosystem credibility (CNCF standing or maintainer/contributor experience in an adjacent project).
Understanding of the boundary between open projects and embedded commercial products.
Fluency with adjacent stacks like Slurm, Ray, Run:ai, or inference serving stacks.
Experience with cloud marketplace private offers and committed-spend drawdown across AWS, Azure, or GCP.

Responsibilities

Owning the OEM alliance strategy, including strategy, executive alignment, program agreements, and business reviews for server and systems vendors.
Designing and implementing the OEM commercial model, including embedded SKUs, unit economics, tiered pricing, royalty structures, and standard order templates.
Negotiating and closing OEM orders, and monitoring OEM AI factory roadmaps to align with design cycles.
Building the ISV portfolio by scoping, prioritizing, and driving integrations with storage, network, scheduler, observability, security, data, MLOps, and inference vendors.
Landing vCluster inside ISV and SaaS platforms through embedding, reselling, or co-selling motions.
Developing repeatable co-sell plays (account mapping, joint solution briefs, field engagement, deal registration) for integrations that demonstrate value.
Connecting opportunities generated through co-sell plays to vCluster’s sales teams and partners.
Driving technical alignment by representing partner technology requirements to vCluster Product and Engineering, and writing integration specifications and acceptance criteria.
Designing and launching the technology alliance program, including tiers, technical certification, joint solution briefs, marketplace paths, and self-serve integration options.
Owning the partnership number, reporting on partner-influenced pipeline, integration milestones, joint bookings, and field activation, with rigorous forecasting and pipeline inspection.