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About the Role
Spectro Cloud is hiring a Senior Channel Sales Representative to manage strategic partner relationships, driving co-sell motions for AI solutions and generating repeatable revenue. This high-visibility role requires a seasoned channel seller with existing relationships in target ecosystems.
Responsibilities
- Own the end-to-end relationship with one or two named strategic partners, including 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, collaborating 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, forecasting accurately in Salesforce and reporting progress.
- Enable partner field teams on Spectro Cloud's AI infrastructure solutions.
- Coordinate with Spectro Cloud direct sales, marketing, and product teams to support partner deals.
- Represent Spectro Cloud at partner sales kickoffs, technical summits, and industry events.
- Identify new co-sell plays, ISV alignments, and reference architectures to expand the company's footprint within partners.
Requirements
- 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.
- Proven AI infrastructure sales experience, including closing or influencing deals involving GPUs, accelerated compute, inference platforms, MLOps, or AI/ML reference architectures.
- 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.
- Fluent understanding of the AI infrastructure stack: GPUs and accelerators, Kubernetes, inference servers, model serving, edge deployment, and ISV software on OEM hardware.
- Excellent executive presence and written communication skills.
- Bachelor's degree or equivalent professional experience.
- Willingness to travel up to 40% within region.
Skills
- Channel Sales
- Partner Management
- AI Infrastructure Sales
- Co-sell Motions
- Pipeline Management
- Joint Business Planning
- Forecasting
- Salesforce
- Executive Presence
- Written Communication
- GPU Sales
- Kubernetes
- Inference Platforms
- MLOps
- AI/ML Reference Architectures
Location
- Remote
Work Type
- Full-time
Experience Level
- Senior
Education Level
- Bachelor's degree or equivalent professional experience
Salary/Compensations
- Competitive base plus uncapped commission
- Compensation is calibrated to experience and the strategic importance of the assigned partner(s).
Benefits
- Equity
- Comprehensive medical/dental/vision
- US 401(k) plan
- Generous PTO
About the Company
- Spectro Cloud helps enterprises run Kubernetes and AI workloads at scale using its Palette platform and AI Inference Launchpad.
- The company enables customers to deploy, secure, and operate production-grade AI infrastructure across any environment and hardware.
- Spectro Cloud partners with global systems integrators, distributors, and silicon/server OEMs to bring next-generation AI stacks to market.
Equal Opportunity
- Spectro Cloud is an equal opportunity employer.
- We celebrate diversity and are committed to creating an inclusive environment for all employees.