The posting
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 may substitute. Relevant cloud, AI, infrastructure, or channel certifications are a plus but not required.
Travel
Travel as required for strategic partner meetings, customer pursuits, industry events, executive business reviews, and partner enablement; expected approximately 25-40% depending on business needs.


Our compensation reflects the cost of labor across several geographic markets. The compensation range for this position ranges from $165,109.00/year in our lowest geographic market up to 290,614.50 USD/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. The compensation package may also include incentive compensation opportunities in the form of annual bonus or incentives, equity awards and an Employee Stock Purchase Plan (ESPP). Learn more about benefits at Rackspace.


About Rackspace Technology
We are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future.
More on Rackspace Technology
Though we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.
