Sr. Director, OEM, Storage and ISV

Every AI Factory is a stack: GPU servers, storage, networking, and the software that turns them into products. As Sr. Director, OEM, Storage & ISV at vCluster Labs, you make vCluster the tenant layer in that stack, validated and sold by the companies that build the hardware and the software around it. You will own our relationships with server OEMs such as Supermicro and HPE, storage partners such as VAST Data and WEKA, and network and software ISVs such as F5 and Netris.

This is a builder’s seat with a number attached. Every AI Factory ships with servers, storage, and a network fabric. Each one is a chance to ship with vCluster too. Get this right and OEM and storage sellers bring vCluster into AI Cloud, telco, sovereign, public sector, and enterprise builds without being asked. We want an alliance leader who has done this at the top of the industry and wants to do it where one person moves the whole company.

We are building a substantial revenue business with OEM, storage, and ISV partners. Getting there takes steady, visible work: validated joint solutions in the field, executive time with partner leaders every week, OEM and storage sellers bringing vCluster into their deals, pipeline our AEs accept and forecast, and joint wins that become references. You will set the targets with us, own them, and report on them every Monday. We expect early proof in your first two quarters and a growing share of company bookings after that.

As Sr. Director your role will include:

• Building the partners: You will build executive and working-level relationships across partner product, alliance, and field organizations. With the Partner Solutions Engineering team, you will lead joint validation (reference architectures, bills of materials, deployment guides, and benchmarks) and deliver validated joint solutions, including verified AI Factory configurations and a joint reference architecture with F5. You will integrate storage and network partners into tenant clusters so each tenant gets its own storage, network, and compute boundary on Private Nodes, and enable partner sellers and architects with plays, training, and demo environments so vCluster is part of their standard AI Factory pitch.

• Setting the strategy: You will own the global OEM, storage, and ISV strategy: partner selection, joint business plans, integration roadmap, and revenue targets. You will pick the partners and joint solutions with the shortest path to field revenue, and say no to the rest. You will track partner roadmaps and new hardware generations so vCluster and vMetal support them on day one, bring partner requirements into vCluster Labs Product and Engineering, and keep vMetal driver support current for partner hardware and provisioning tools.

• Executing in the field: You will run the AI Factory Blueprint play: NVIDIA, OEM, storage, network, and vCluster in one verified configuration, sold through OEM field teams and their channel partners. You will build OEM sell-through and resale paths, including SKUs, price list placement, and marketplace listings where they fit. Alongside the Sr. Director, Global Channel & GSI, you will work with distributor integration centers such as TD SYNNEX and Arrow so vCluster is loaded and validated on AI Factory configurations before they ship. You will run joint marketing, events, and customer stories with each priority partner, secure executive sponsors on both sides, and run a quarterly business review with each one.

• Turning it into revenue: You will turn OEM and storage field access into partner-sourced pipeline our AEs accept, then into bookings they forecast and close. You will map accounts with partner field teams and work joint pursuits with our AEs and the NVIDIA team. You will negotiate OEM, resale, and technology partnership agreements built for long-term scale, and build an account plan for every priority partner that you review with Sales and the CEO every quarter.

• Owning the alliance number: You will own the alliance scorecard: partner-sourced and partner-influenced pipeline, bookings, AE acceptance rate, validated solutions, and field activation. There is one number: partner-attributed bookings, deduplicated, owned in Salesforce. If it doesn’t create pipeline an AE accepts, it doesn’t count. You will inspect pipeline every Monday with Sales, qualify every deal with MEDDPICC, and call it commit, likely, or stretch with evidence. Data over opinions. Process over heroics.

• Operating with urgency and focus: Speed is a strategy; we compress timelines rather than manage them. We raise the bar on every deal, every review, and every hire. Fewer partners, done deeper: we skip the logo wall and go after the deals. You own the number, the relationship, and the outcome, with no hand-offs and no excuses. We win when our partners win in front of a customer.

This role could be a fit for you if you bring:

• Alliance leadership at scale: 12+ years in strategic alliances, OEM partnerships, or partner sales in infrastructure software, storage, servers, or cloud, with a track record running OEM or storage alliances that produced measurable, partner-sourced revenue. You can name 2 to 3 deals you opened yourself.

• Deep OEM and storage relationships: Existing relationships inside at least two of the major server OEMs or AI storage vendors. You can name the people, not just the logos.

• Joint solution delivery: Experience taking a joint solution from integration through validation, launch, and field adoption.

• AI infrastructure fluency: Working knowledge of GPU servers, AI storage, data center networking, and Kubernetes. Enough to earn credibility with partner architects.

• Commercial construction: Experience negotiating OEM, resale, or embedded licensing agreements.

• Operating rigor: MEDDPICC or equivalent qualification discipline and clean forecasting.

• Education: Bachelor’s degree in Business, Engineering, or a related field.

Bonus points for:

• MBA: An MBA or equivalent advanced business degree.

• NVIDIA AI Factory experience: Experience bringing a solution into NVIDIA-verified AI Factory configurations or NVIDIA partner programs.

• Distribution and integration centers: Experience working with distributors such as TD SYNNEX or Arrow to load and validate software on configurations before they ship.

We're the #1 platform for AI infrastructure, trusted by the world's fastest-growing AI cloud builders. We're a venture-backed startup that's raised over $28M from top-tier investors including Khosla Ventures (first investor in OpenAI, GitLab, Stripe, and DoorDash), and we're in a hyper-growth phase looking for motivated people to join our team. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed around the globe with a remote-first culture.

We give AI Cloud providers and AI factories a hyperscaler-like experience on their own GPU infrastructure. Our platform runs the full stack an operator needs, from bare metal provisioning and node lifecycle management up through managed Kubernetes, Slurm, Ray, and inference clusters, so they can turn raw GPUs into cluster products they can sell in days instead of spending 12+ months building it themselves. Today we power over 100,000 GPUs and 1 million CPUs across 50+ AI clouds and Fortune 500 companies, backed by a team of 40+ infrastructure engineers who build alongside our customers rather than just shipping them software.

We're the company behind vCluster, the open source technology for tenant isolation on Kubernetes, with 11,000+ GitHub stars and 40M+ tenant clusters created since 2021. Open source is part of our DNA. At KubeCon North America 2025, we launched our Infrastructure Tenancy Platform for AI, a Kubernetes-native framework built for running AI, ML, and GPU-intensive workloads anywhere, with an NVIDIA-validated reference architecture for DGX systems.

Benefits

We offer the following benefits:

• Competitive Salary: We offer a competitive compensation package, including equity.

• Premium Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).

• Flexible Working Schedule:  You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.

• Workplace Flexibility:  We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.

At vCluster Labs, we value and stand for:

1. Make it Happen: We have a relentless bias for action and the grit to push through obstacles. We do whatever it takes to figure it out, put in the work, and ruthlessly prioritize the actions that drive measurable impact for the business.

2. Own the Outcome: We understand that our responsibility doesn't end when a task is checked off; it ends when the value is delivered. We connect our daily individual actions to the broader success of the company and our customers.

3. Create Wow: We measure success by the experience we generate, both inside and outside the company. For our customers, this means impressive speed and intuitive experiences. For our team, this means going the extra mile to support one another and to continuously drive each other to new heights.

4. Open Source, Open Mind: We are actively contributing to and maintaining open-source projects. Internally, we foster meritocracy — the strongest ideas win, no matter who or where they come from.

5. Build Tomorrow’s Standards, Intentionally: We don't just ship software; we define the state-of-the-art of tomorrow. We are fearless in tearing down old approaches to build something better, but we are disciplined in how we do it because we know our users rely on our technology to run mission-critical infrastructure platforms.