Director, Partner Programs – Operations

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

📋 Description

• Create, develop, and manage ClickHouse's partner ecosystem, encompassing partner programs, operations, channel development, and enablement.

• Establish partner program tiers, associated benefits, requirements, business planning cadence, MDF budget, rebates, and funding mechanisms.

• Oversee operational relationships with hyperscalers and premier partners, focusing on compliance, competencies, funding, credits, and evaluations.

• Define metrics for partner pipeline contributions and certified delivery capacity, taking responsibility for reporting.

• Design and manage partner systems, processes, and data, which include the PRM, Salesforce partner data model, deal registration protocols, SLAs, conflict resolution, co-sell submission standards, and partner-of-record accuracy.

• Collaborate on channel development and lead onboarding and activation initiatives for a diverse range of partners.

• Take charge of partner enablement and readiness, including certification pathways, competency requirements, curriculum, content library, and implementation readiness criteria.

• Manage partner-of-record and attribution for marketplace transactions, with the commercial team handling execution.

• Develop the team and enhance capabilities required to support a global partner ecosystem.

• Collaborate with teams across Partner, Sales, Operations, Legal, Finance, enablement, learning, and regional field operations.

• Report to the VP of Revenue Operations and work closely with the VP of Global Partners and Alliances.

⛳️ Requirements

• Over 10 years of experience in partner operations, channel operations, alliances, or revenue operations with a direct focus on partners.

• A minimum of five years in a leadership role.

• Proven experience in designing or restructuring partner programs, including tiering, financial models, and deal registration processes.

• Direct experience with hyperscalers such as AWS, GCP, or Azure partner programs, covering co-sell, program tiers, competencies, marketplace mechanics, and funding.

• Background in building systems integrators and service partner capabilities.

• Familiarity with certification, practice investment, and measurable quality of delivery.

• Proficient understanding of margin, referral fees, rebates, MDF, revenue, P&L, and partner behavior.

• Strong knowledge of the Salesforce partner data model and PRM platforms like Impartner, Allbound, Salesforce PRM, or similar systems.

• SQL proficiency is required.

• Experience with consumption-based or usage-based business models is highly desirable.

• Knowledge of marketplace transaction mechanics and commit drawdown processes.

• Ability to collaborate with Legal and Finance on agreements, margin structures, MDF accruals and payouts, and revenue recognition.

• Excellent written and verbal communication skills.

• Bachelor’s degree; an advanced degree or equivalent experience is preferred.

🏝️ Benefits

• Flexible work environment with options for remote work.

• Employer contributions towards healthcare costs.

• Stock options awarded to every new team member.

• Flexible time off policy in the US.

• Generous time-off benefits in other countries.

• USD$500 allowance for home office setup for remote employees.

• Opportunities to connect with colleagues during company-wide offsite events.