Director, Global Partnerships – Channels

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the Channels & Alliances strategy and manage it as a quarterly plan with specific targets.

• Assess partnerships based on customer requirements and their economic significance.

• Add, categorize, and phase out partners depending on their contribution to the pipeline and bookings.

• Oversee the relationship with AWS, coordinating between AWS partner and field teams, as well as Percona sales and customer success teams.

• Propel Marketplace listings and private offers.

• Expand co-selling, opportunity registration, and collaborative account planning with hyperscaler field teams.

• Obtain partner funding, support for proof-of-concept, and co-marketing initiatives.

• Develop VARs as contracting and sales entities in Asia, EMEA, and LATAM.

• Connect VARs with regional SIs for service delivery and customer access.

• Provide local enablement, joint marketing efforts, and packaged plays.

• Negotiate partner co-funding for in-region resources.

• Establish partner intake and approval workflows.

• Monitor and attribute partner-sourced and partner-influenced pipeline and bookings in Salesforce.

• Standardize deal registration processes.

• Develop packaged plays, partner enablement resources, and a partner marketing toolkit.

• Secure commitments from Services, RevOps, Legal, Finance, Marketing, Product, and Engineering teams.

• Set rules of engagement to ensure direct sales collaborate effectively with partners.

• Increase partner-sourced and partner-influenced bookings, along with partner-transacted revenue.

• Report directly to the Chief Revenue Officer.

⛳️ Requirements

• Proven experience in establishing or revitalizing a partner program from the ground up, covering intake, tiering, economics, and deal registration.

• Demonstrated revenue-generating experience across hyperscalers, SIs, and VARs.

• Practical experience with hyperscalers in marketplaces, private offers, co-selling, and partner networks.

• Background in developing VAR partnerships in Asia, EMEA, and LATAM, including local contracting and currency considerations.

• Capability to define partner attribution in Salesforce and report on partner-sourced and partner-influenced pipeline.

• Comprehension of the open source model and its significance to cloud providers and SIs.

• Experience leading initiatives across Services, Finance, Legal, Product, and Marketing without direct authority.

• Preferred background in database, data infrastructure, and/or open source.

• Familiarity with AWS, Azure, and/or Google Cloud partner ecosystems is preferred.

• Experience managing partner programs across diverse regions and time zones is preferred.

• Proven effectiveness across North America, India, Asia, EMEA, and LATAM.

• Must have full authorization to work for any employer in the country where you reside and work.

🏝️ Benefits

• Flexible work hours.

• Multiple paid time off programs.

• Complete equipment for your remote office setup.

• Funding for career development, including external training, certifications, and conferences.

• Continuous connectivity allowances.

• Opportunity to engage in the equity incentive plan.

• Access to the Percona Adventure Team.

• Option to work from anywhere.

• FlowDays.

• FryDays.

• Overall flexibility to support work/life balance.

• PAVE volunteering program.

• Women Transforming Technology initiative.