Location: Austin, TX or Indianapolis, IN
Work Model: Hybrid, minimum three days per week in the office
Reports To: Chief Strategy & Alliances Officer
Travel: Regular North American travel required

Overview

Scale Computing is looking for an experienced VP, Strategic Partnerships to lead our relationships with major national and enterprise VARs and solution providers: the large partners that can change Scale Computing's trajectory.

Many of these partners are already signed with Scale Computing, but our share of their business is small. This leader's job is to make Scale Computing relevant to them and turn that relevance into measurable pipeline and bookings. You will engage partner executives directly, build joint go-to-market plans, put Scale capacity inside the partner's sales organization, and expand each partner from a single product to the full Scale Computing portfolio.

This is a senior, hands-on role. You will personally lead the most important partner relationships while building, coaching, and holding accountable a small team of partner managers.

What You'll Do

• Lead Scale Computing's Major VAR segment: national and enterprise VARs and solution providers with more than ~$1B in revenue.
• Own incremental bookings and new qualified pipeline through these partners.
• Engage partner leadership directly to revive and deepen relationships, establishing executive sponsorship on both sides.
• Build a joint go-to-market plan with each priority partner that defines Scale's addressable opportunity inside the partner, shared objectives, investments, and committed joint pipeline.
• Transition partners with agreed plans to partner managers on your team, then coach and hold the team accountable for results.
• Drive targeted joint campaigns into partners' installed bases, starting with VMware displacement.
• Expand partners from single-product to multi-product selling across SC//HyperCore, SC//Connect, and SC//AcuVigil.
• Deploy market development funds (MDF) and partner-embedded, Scale-funded specialists to put Scale capacity where partner sellers are.
• Work with the CEO and executive team to plan executive engagements with partner leadership, each with a clear objective.
• Identify, pursue, and launch new large VAR partners from a named target list.
• Work closely with Regional Sales, the Commercial Channel organization, Solution Architecture, Marketing, Partner Enablement, Finance, and Legal on rules of engagement, attribution, and shared targets.
• Run quarterly business reviews with partners and report on pipeline, bookings, and partner health.

How Success Will Be Measured

• Incremental bookings and new qualified pipeline generated through Major VAR partners.
• Number of partners at "core status": a joint business plan, an executive sponsor on both sides, Scale solutions in the partner's own offer, engaged field teams, and committed joint pipeline.
• Partners actively selling two or more Scale Computing product lines.
• Pipeline created through embedded resources, partner sellers enabled and certified, and deal registrations.
• New strategic VARs recruited and launched to first qualified pipeline.

About Scale Computing

At Scale Computing, we empower clients of all sizes with intelligent, AI-ready edge and managed network services platforms designed to reduce complexity, enhance performance and resilience, and provide end-to-end visibility and control.

Scale Computing's culture is grounded in its VOICE principles: Vigilant, Owner, Integrity, Champion, and Empower. We are an "all-in" organization where employees are expected to own outcomes and connect their work to meaningful business results.

What We're Looking For

• 10+ years of channel sales, strategic alliances, or partner business development experience in enterprise IT infrastructure, including experience leading partner-facing teams.
• Proven track record of growing revenue through national and enterprise VARs and solution providers.
• Existing executive-level relationships within major North American VARs and solution providers.
• Deep understanding of how large VARs prioritize vendors, including partner programs, MDF, deal registration, and field engagement.
• Experience building and executing joint business plans and co-marketing programs that produce measurable pipeline.
• Strong commercial acumen and experience negotiating tailored partner terms.
• Ability to lead, coach, and hold a small, high-performing team accountable for results.
• Executive presence and strong presentation, negotiation, and communication skills.
• Ability and willingness to travel regularly throughout North America.
• Ability to work from a Scale Computing office at least three days per week.

Preferred Qualifications

• Experience with virtualization, hyperconverged infrastructure, edge computing, SD-WAN, or managed network services.
• Experience leading VMware displacement or migration motions through partners.
• Experience driving multi-product cross-sell through a partner's installed base.
• Experience with embedded or overlay partner resource models funded through MDF.