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 Spain. 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 You will own the global VAR and channel strategy from initial partner recruitment through commercial execution and long-term expansion. Your responsibilities will include:
- Lead the development and execution of the general 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.

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