[Hiring] Director of Technology Alliances @vCluster Labs

Role Description

As Director of Technology Alliances at vCluster Labs, you aren’t just shipping integrations; you are deciding which stack the world’s AI factories get built out of. Your job is to make sure that the tenant isolation layer is already in the OEM’s reference architecture, already in the price book, and already integrated with the ISVs sitting next to us before the customer ever runs a bake-off.

This is a founding, zero-to-one role on a first-year partner program. There is no partner channel to inherit and no team underneath you. You own the number, the agreements behind it, and the product that ships inside someone else’s box.

As Director of Technology Alliances, OEM/ISV, your role will include:

• Owning the OEM alliance strategy:
  • Own the server and systems vendors building validated AI infrastructure designs end to end.
  • Design and stand up the OEM commercial model.
  • Negotiate and close the orders.
  • Monitor each OEM’s AI factory roadmap.
• Building the ISV portfolio:
  • Scope, prioritize, and drive integrations with various vendors.
  • Land vCluster inside ISV and SaaS platforms as the tenant isolation layer.
  • Kill integrations that will not produce.
• Building the sell-with motion:
  • Design repeatable co-sell plays on top of every integration.
  • Connect resulting opportunities to vCluster’s regional sellers and channel partners.
• Driving technical alignment on both sides:
  • Represent partner technology requirements inside vCluster Product and Engineering.
  • Write the integration specifications and acceptance criteria.
• Building the technology alliance program:
  • Design and launch the program itself.
  • Ensure the program scales past the partners you personally manage.
• Owning the partnership number:
  • Report partner-influenced pipeline and milestones to vCluster leadership.
  • Show up to the weekly inspection with your own numbers and plan to close the gap.

Qualifications

• 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 OEM and ISV ecosystem experience with direct relationships across hardware OEMs and storage vendors.
• Working understanding of Kubernetes, cloud-native platforms, and AI/ML infrastructure.
• Ability to build a price book, model a royalty, and structure support and warranty flow-down.
• Demonstrated ability to mobilize cross-functional teams without direct organizational control.
• Disciplined qualification and reporting discipline in a high-velocity environment.

Requirements

• History of getting software named in a server OEM’s AI infrastructure reference or validated design.
• NVIDIA partner ecosystem experience.
• Open-source ecosystem credibility.
• Fluency in adjacent stack and marketplace technologies.

Benefits

• Competitive Salary: We offer a competitive compensation package, including equity.
• Platinum-Level Insurance: Health, dental, vision, and life insurance, including plans for you and eligible dependents.
• Flexible Working Schedule: Results matter more than clocking in and out at the same time every day.
• Workplace Flexibility: We’re very flexible about where you work.

Company Description

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, and we're in a hyper-growth phase looking for motivated people to join our team.

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.

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.