This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director, VAR & Channel Partnerships based in Italy.

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The Senior Director, VAR & Channel Partnerships will build and lead a global reseller and channel ecosystem, creating new revenue opportunities for an innovative AI infrastructure platform. This is a founding, zero-to-one leadership role focused on establishing a high-performing partner channel across North America, EMEA, and APJ. Initially operating as an individual contributor, you will recruit strategic value-added resellers (VARs), activate commercial relationships, and personally drive the first partner-sourced bookings. You will shape the channel strategy, commercial frameworks, enablement programs, and co-selling processes needed to turn partnerships into measurable revenue. As the program grows, you will build and lead a team responsible for scaling partner performance globally. Success will be measured by transacting partners, registered deals, pipeline contribution, and closed bookings—not simply the number of agreements signed.

Accountabilities

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- Lead the development and execution of the global VAR and channel partnership strategy, managing executive relationships and commercial outcomes across North America, EMEA, and APJ.

- Identify, recruit, and activate high-potential national and regional VARs capable of generating demand for AI infrastructure and platform engineering solutions, prioritizing partners with genuine revenue potential.

- Manage the full partner activation lifecycle,



from initial engagement and agreement negotiation to program admission, enablement, deal registration, and first transaction.

- Establish partner performance expectations and address underperformance by improving activation or discontinuing relationships that do not generate meaningful results.

- Design and manage the partner commercial model, including tiered discounts, deal-registration incentives, renewal margins, volume incentives, and named-account bonuses.

- Own deal registration and Partner of Record (PoR) processes, including regional ownership rules, active-engagement standards, renewal rights, and channel conflict resolution.

- Develop distribution relationships where they can accelerate partner transactions while maintaining efficient quoting, ordering, and fulfillment processes.

- Align internal sales incentives with channel objectives to encourage effective co-selling and prevent competition between direct and partner sales teams.

- Build named-account strategies connecting internal sales representatives with partner sellers, ensuring clear ownership and trusted deal-registration processes.

- Develop multi-party opportunities by connecting VAR relationships with relevant NVIDIA alliances, OEM and ISV partnerships, and distribution channels.

- Lead partner sales and technical enablement, certification programs,



and tier requirements to help partner teams position, sell, and support the platform effectively.

- Direct joint marketing initiatives, including field events, webinars, named-account campaigns, and customer stories, with measurable pipeline objectives.

- Manage Market Development Funds (MDF), allocating investment based on expected pipeline contribution and measurable performance.

- Design the future channel organization, including regional coverage, partner management responsibilities, hiring priorities, and team structure.

- Recruit and lead partner managers and partner engineers as channel revenue expands.

- Own channel pipeline and revenue performance, applying MEDDPICC or an equivalent qualification methodology and reviewing opportunities on a weekly basis.

- Establish reliable partner attribution and reporting processes, tracking sourced and attached pipeline, bookings, registered deals, win rates, certified resources, and MDF returns.

- Lead regular quarterly business reviews covering revenue performance, account plans, certifications, marketing execution, renewals, and future-quarter priorities.

Requirements

The ideal candidate is an experienced channel leader with a proven ability to build revenue-generating partnerships from the ground up. You should combine strong executive relationships, commercial expertise, and an understanding of AI infrastructure with the hands‑on mindset required to establish a new global program. Key qualifications include:

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- At least 8 years of experience in channel, reseller, or partner sales within infrastructure software, AI infrastructure, or clo

📌 Sr. Director, VAR (Italia)
🏢 Jobgether
📍 Italia