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. #2026-230 #2026-231 #2026-232 (UK)