Sr. Director, APAC Partnerships & Ecosystems

vCluster Labs

5d • Remote

About The Position

The Sr. Director, APAC Partnerships & Ecosystems will build vCluster Labs’ partner-led route to market across Asia Pacific from the ground up. The role recruits and activates a focused portfolio of systems integrators, managed service providers, value-added resellers, OEMs, distributors, and NVIDIA regional and country teams; develops partner-sourced pipeline; and owns partner revenue outcomes. The position establishes partner agreements, joint business plans, seller enablement, and the regional distribution and MSP motion. It also collaborates with account executives on co-selling and multi-party pursuits, adapts the company’s AI Factory and Sovereign AI Infrastructure plays for local markets, and ensures pursuits have clear ownership and time-boxed proof-of-concepts with written success criteria.

The role develops scalable sales, technical, and go-to-market enablement, including an APAC partner playbook, training, certifications, and demo environments. It leads a disciplined weekly partner performance, pipeline, and forecast review using MEDDPICC, and communicates a clear scorecard to the CEO. It also represents APAC product requirements—including data residency, sovereign security standards, local support, and regional hardware and network vendors—to the product organization, and helps secure and publish a sovereign or telco AI Factory customer reference. The position reports to the VP, Worldwide Partnerships & Ecosystems.

The role is based in Singapore, Korea, Japan, or another major APAC market, with flexibility for the right candidate. vCluster Labs has a remote-first, globally distributed culture. Travel of up to 40% across the region is expected, in addition to travel for NVIDIA GTC, SC, KubeCon, and regional AI infrastructure events.

Requirements

• 12+ years in partner, channel, or alliances roles in infrastructure software, cloud, IaaS, or AI, including 5+ years covering APAC.
• Experience driving cloud or IaaS revenue through partners and opening a region or partner motion from zero; able to identify deals personally sourced.
• Current relationships across APAC SIs, MSPs, VARs, and distributors, NVIDIA regional teams, and at least one server OEM such as Dell, HPE, or Supermicro.
• Hands-on experience building two-tier distribution and MSP programs, including margin structures, deal registration, MDF, and services attach.
• Knowledge of regional procurement cycles, local partner requirements, and government and regulated-industry expectations for AI Clouds, telcos, and sovereign AI programs.
• Cloud infrastructure knowledge and technical depth in GPU, HPC, Kubernetes, or bare metal sufficient to engage partner architects and translate technical learning into a CFO business case.
• Experience qualifying with MEDDPICC or an equivalent, maintaining clean forecasts, and working autonomously across time zones with a US-based leadership team.
• Fluent English and strong executive communication skills.

Nice To Haves

• Japanese, Korean, or Mandarin language skills.
• Experience getting a software product onto an OEM or NVIDIA reference architecture.
• Experience closing a sovereign AI or telco AI Factory deal through a partner.

Responsibilities

• Recruit and activate leading SIs, MSPs, VARs, OEMs, distributors, and NVIDIA regional and country teams across ASEAN, Japan, Korea, India, and ANZ.
• Build and manage a focused partner portfolio, securing agreements, mutually signed joint business plans with targets, and enablement for partner sellers.
• Establish two-tier distribution through TD SYNNEX or a regional distributor, including pricing and margin, services attach, deal registration, MDF, and onboarding.
• Enable MSP and VAR transactions through distribution and secure vCluster and vMetal placement on OEM and NVIDIA reference configurations sold in the region.
• Run account mapping and joint pipeline development with account executives, adapting AI Factory Blueprint and Sovereign AI Infrastructure plays to local markets.
• Lead multi-party customer pursuits involving partners, NVIDIA, OEMs, storage providers, and vCluster; ensure time-boxed POCs have written success criteria and every pursuit has one partner of record.
• Build scalable sales, technical, and go-to-market partner enablement, including plays, training, certifications, and demo environments, and create a usable APAC partner playbook.
• Confirm the tenancy model with Partner Solutions Engineering on the first call for each opportunity; private nodes back every external, customer-facing service.
• Review partner performance, pipeline, and forecast every Monday using MEDDPICC; categorize deals as commit, likely, or stretch, respond to slippage, and maintain a CEO-readable scorecard.
• Communicate APAC product requirements, including data residency, sovereign security standards, local support, and regional hardware and network vendors, to product teams.
• Help win a sovereign or telco AI Factory deal through a partner and publish it as a joint reference.
• Travel up to 40% across APAC and attend relevant NVIDIA GTC, SC, KubeCon, and regional AI infrastructure events.

Benefits

• Competitive compensation package, including equity.
• Health, dental, vision, and life insurance for the employee and eligible dependents; benefits vary by country.
• Flexible working schedule, with results prioritized over fixed clock-in and clock-out times.
• Flexible workplace and location arrangements.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed