Manager, GPU as a Service (GPUaaS) Channel Sales

About this role

Job Profile Summary
Leads the U.S. channel strategy and execution for Rackspace GPU as a Service (GPUaaS), building a focused ecosystem of high-value channel, solution-provider, integrator, and technology partners - including firms such as World Wide Technology (WWT) and other strategic partners - that can originate, influence, and accelerate qualified GPUaaS opportunities. The role owns partner recruitment, activation, enablement, deal registration, pipeline creation, opportunity progression, and partner-sourced bookings for GPUaaS. Works closely with GPUaaS Sales, Business Development, Alliances, Product, Finance, Legal, Operations, and Delivery to create a predictable, economically disciplined indirect revenue engine.
Role Mission
Build a small, high-performing GPUaaS channel ecosystem that expands market reach, creates net-new qualified demand, and converts partner-led opportunities into profitable bookings while maintaining clear deal ownership, disciplined registration, and measurable partner productivity.
Career Level Summary

• Manages professional employees and/or channel resources and is accountable for team performance and results within the GPUaaS channel motion.

• Owns functional plans, priorities, partner coverage, and resource allocation for the U.S. GPUaaS channel business.

• Uses data, partner economics, pipeline inspection, and business judgment to resolve channel conflicts and accelerate opportunities.

• Provides commercial and GPUaaS go-to-market guidance to internal teams, channel partners, and customers.

• Operates with senior-management guidance while independently driving execution against agreed bookings, pipeline, and partner activation goals.

Key Responsibilities

• Develop and execute the U.S. GPUaaS channel plan, prioritizing partners with demonstrated access to enterprise AI, HPC, cloud, infrastructure, data-center, and accelerated-compute buyers.

• Recruit, onboard, and activate a focused set of strategic partners, including solution providers such as WWT and other regional/global channel partners, based on defined coverage gaps and revenue potential.

• Create joint business plans with priority partners covering target accounts, use cases, campaigns, executive sponsorship, enablement, pipeline goals, and quarterly booking objectives.

• Own partner-sourced and partner-influenced GPUaaS pipeline creation and progression from registration through close; maintain clear opportunity ownership and avoid duplicate referral economics.

• Administer the GPUaaS deal-registration process, including validation, expiration/revalidation, attribution, referral eligibility, and CRM hygiene in accordance with approved GPUaaS channel rules.

• Build repeatable partner enablement for GPUaaS positioning, target workloads, infrastructure options, commercial constructs, qualification criteria, objection handling, and sales plays.

• Coordinate with GPUaaS Sales and Business Development to convert qualified partner opportunities into proposals, bids, commercial negotiations, and bookings.

• Partner with Product, Capacity/Operations, Finance, Legal, and Delivery to ensure channel commitments align to available capacity, pricing guardrails, margin requirements, contracting terms, and implementation readiness.

• Inspect channel pipeline weekly, identify stalled opportunities and next actions, and maintain accurate CRM stage, value, close date, partner attribution, and next-step data.

• Create executive-level partner reviews and QBRs that measure pipeline creation, conversion, bookings, productivity, enablement, and corrective actions.

• Protect channel economics by ensuring incentives are tied to incremental, qualified business and comply with approved GPUaaS referral/commission structures.

• Provide market intelligence on partner demand, competitive offers, pricing signals, workload trends, and customer requirements to improve GPUaaS GTM strategy.

Knowledge

• Strong knowledge of channel sales models, partner economics, deal registration, referral structures, and co-selling motions.

• Working knowledge of GPUaaS, accelerated computing, AI/ML and HPC workloads, cloud infrastructure, colocation/data-center environments, and enterprise technology buying motions.

• Understanding of GPU ecosystem participants and routes to market, including OEMs, silicon providers, distributors, solution providers, integrators, ISVs, and cloud/AI partners.

• Strong business and financial acumen, including bookings, ACV/TCV, gross margin, pricing, capacity constraints, and partner incentive economics.

• Knowledge of CRM-based pipeline management, forecasting, attribution, and sales inspection.

Skills

• Channel strategy and partner development

• GPUaaS / accelerated-compute value proposition

• Executive relationship management

• Pipeline creation, qualification, and forecasting

• Deal registration and channel conflict management

• Commercial negotiation and financial acumen

• CRM/Salesforce opportunity hygiene and reporting

• Data analysis and KPI management

• Cross-functional leadership

• Partner enablement and joint business planning

• Presentation and executive communication

• Program and project management

Experience

• 7-9+ years of relevant technology sales, channel, alliances, or business-development experience required.

• Demonstrated success building and scaling partner-led revenue motions in cloud, infrastructure, data center, AI, HPC, managed services, or adjacent technology markets strongly preferred.

• Experience managing complex enterprise opportunities through channel partners and coordinating internal sales, product, finance, legal, operations, and delivery stakeholders.

• People-management experience preferred; demonstrated ability to lead through influence across partner and matrixed internal teams required.

Education / Certifications
Bachelor's degree preferred in business, technology, engineering, or a related field; equivalent relevant experience…