Senior Channel Sales Representative (US/UK)

Who We Are

Spectro Cloud helps the world's most demanding enterprises run Kubernetes and AI workloads at scale — from the data center to the edge. Our Palette platform and AI Inference Launchpad let customers deploy, secure, and operate production-grade AI infrastructure across any environment, on any hardware. We partner deeply with global systems integrators, distributors, and silicon and server OEMs to bring next-generation AI stacks to market.

The Role:

We are hiring a Senior Channel Sales Representative to own one or two of our most strategic partner relationships. This is a high-visibility, individual-contributor role for a seasoned channel seller who has spent years navigating one or more of our target ecosystems — WWT, CDW, Computacenter, Dell Technologies, AMD, NVIDIA, or Supermicro — and knows how to turn those relationships into repeatable, co-sold revenue.

You will be the face of Spectro Cloud inside your named partner(s), driving co-sell motions around our AI Inference Launchpad and Instinct Coder solutions. You will build joint pipeline with partner sellers, influence partner-led AI infrastructure deals, and turn strategic MOUs into measurable bookings.

What You Will Do:

• Own the end-to-end relationship with one or two named strategic partners — 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, working shoulder-to-shoulder 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; forecast accurately in Salesforce and report progress to Spectro Cloud and partner leadership.
• Enable partner field teams on Spectro Cloud's AI infrastructure story — GPU cluster deployment, inference at scale, edge AI, and how our stack complements NVIDIA, AMD, and OEM hardware.
• Coordinate with Spectro Cloud direct sales, marketing, and product teams to bring the right resources into partner deals and remove friction.
• Represent Spectro Cloud at partner sales kickoffs, technical summits, and industry events (RSA, NRF, GTC, KubeCon, partner tech summits, etc.).
• Continuously identify new co-sell plays, ISV alignments, and reference architectures that expand our footprint inside the partner.

What You'll Bring (Required):

• 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. This is a hard requirement — we are looking for existing relationships and credibility inside these organizations.
• Proven AI infrastructure sales experience — you have personally closed or heavily influenced deals involving GPUs, accelerated compute, inference platforms, MLOps, or AI/ML reference architectures. This is non-negotiable.
• 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 — not just partner enablement.
• Fluent understanding of the AI infrastructure stack: GPUs and accelerators, Kubernetes, inference servers, model serving, edge deployment, and how ISV software layers on top of OEM hardware.
• Excellent executive presence and written communication; comfortable presenting to partner CROs, technical leaders, and joint customer executives.
• Bachelor's degree or equivalent professional experience.
• Willingness to travel up to 40% within region.

Nice to Have:

• Prior experience selling a Kubernetes, container, or edge platform (Red Hat OpenShift, Rancher/SUSE, VMware Tanzu, Nutanix, Platform9, etc.).
• Existing relationships with GPU-focused AI practices at WWT, CDW, or Computacenter, or with the AI/data center sales orgs at Dell, NVIDIA, AMD, or Supermicro.
• Experience closing deals that combine ISV software with OEM hardware bundles or GSI-delivered services.
• Familiarity with sovereign AI, factory floor / edge inference, or regulated-industry AI deployments. 

What Success Looks Like:

• First 30 days: Joint intro meetings completed with your partner's channel, AI practice, and field leadership. Baseline of open co-sell opportunities documented.
• First 90 days: Written joint business plan signed off by both sides. First co-sold AI Inference Launchpad or Instinct Coder opportunities in stage 2+.
• First 6 months: Repeatable co-sell motion in place across at least three partner regions. Predictable quarterly pipeline generation from partner sellers.
• First 12 months: Quota attained. Spectro Cloud is recognized inside the partner as a top AI infrastructure ISV of choice.

Compensation & Benefits:

Competitive base plus uncapped commission, equity, comprehensive medical/dental/vision, US 401(k) plan, and generous PTO. Compensation is calibrated to experience and the strategic importance of the assigned partner(s).

Equal Opportunity:

Spectro Cloud is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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