Channel Sales – AI Compute Infrastructure

Location: Remote – Nationwide (U.S. Based)

A stealth-mode innovator in edge-based AI infrastructure is rapidly scaling and seeking a bold and strategic Channel Sales leader. This high-impact role is your chance to drive growth at the convergence of hardware acceleration, edge computing, and AI/ML enablement. This position puts you in the driver’s seat of a channel-first strategy, building influential partnerships and defining how cutting-edge compute platforms are delivered across high-growth industries. If you’re passionate about partner-led GTM, own a strong track record in the AI infrastructure ecosystem, and are looking for a fast-moving role with visibility and equity upside, this is the opportunity for you.

Why Consider This Role:

• Shape the channel strategy for a category-defining AI compute platform at the edge.
• Work with a talented, mission-driven team pushing the boundaries of infrastructure innovation.
• High visibility and autonomy within a fast-growth startup, including equity incentives.
• Join an ecosystem-driven business model, tapping into world-class partners across cloud, AI, and hardware.

Key Responsibilities:

• Lead the development and execution of strategic channel partnerships, from discovery to onboarding, enablement, and joint GTM planning.
• Build a diverse and sustainable partner ecosystem across OEMs, ISVs, system integrators, and solution providers aligned to edge AI workloads.
• Collaborate closely with product, marketing, and engineering teams to craft joint value propositions, sales motions, and partner-enablement content.
• Architect and manage pipeline strategies that drive revenue through partner-initiated opportunities in sectors like biotech AI, autonomous systems, and large-scale inference and training.
• Own deal cycles, structure co-sell engagements, and negotiate mutually beneficial terms with executive stakeholders.
• Analyze competitive landscapes, emerging customer needs, and evolving trends in distributed compute to refine partnership strategy.
• Deliver clear reporting on KPIs, revenue impact, partner health, and strategic risks to senior leadership.

Ideal Candidate Profile:

• 5+ years of experience in channel sales, alliances, or partner development within cloud infrastructure, edge computing, or AI/ML markets.
• Demonstrated success building and closing partner-led sales motions involving OEMs, cloud providers, or system integrators.
• Familiarity with AI/ML workloads, GPU architectures, and the economics of distributed computing.
• Strategic and tactical mindset, able to independently execute across all stages of the partner lifecycle.
• Strong communicator capable of aligning C-level partner priorities with internal cross-functional roadmaps.
• Experience developing scalable co-sell strategies and launching partner-integrated solutions.

Preferred Qualifications:

• Background in startups operating within the AI infrastructure or accelerated compute sectors.
• Technical or business degree (e.g., Computer Science, Engineering, MBA).
• Previous work on edge-native, battery-operated, or security-critical platforms is a plus.

About Blue Signal: 

Blue Signal is an award-winning, executive search firm specializing in sales & business development recruiting. We have a strong track record of finding top-performing talent in areas such as sales leadership, account management, and business development strategy. Learn more at bit.ly/3NNY1wM