Director, Partner Programs – Operations

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

📋 Description

• Design, implement, and manage ClickHouse's partner ecosystem, encompassing partner programs, operations, channel development, and enablement

• Establish tiers for partner programs, including benefits, requirements, business planning schedules, MDF budgets, rebates, and funding mechanisms

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

• Determine metrics for partner pipeline contributions and certified delivery capacity, and take responsibility for reporting

• Create and maintain partner systems, processes, and data, including the PRM, Salesforce partner data model, deal registration protocols, SLAs, conflict resolution, co-sell submission hygiene, and partner-of-record accuracy

• Collaborate in channel development and manage onboarding and activation processes for a broader range of partners

• Take charge of partner enablement and readiness initiatives, covering certification paths, competency standards, curriculum, content libraries, and implementation readiness criteria

• Manage partner-of-record and attribution for marketplace transactions, while the commercial team handles execution

• Cultivate the team and enhance the capabilities necessary to support a global partner ecosystem

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

• Report to the VP of Revenue Operations and closely collaborate 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

• Minimum of five years in a leadership role

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

• Direct experience with hyperscaler partner programs such as AWS, GCP, or Azure, including co-sell initiatives, program tiers, competencies, marketplace mechanics, and funding

• Experience in building systems integrator and services partner capabilities

• Understanding of certification, practice investments, and measurable delivery quality

• Proficiency in margin, referral fees, rebates, MDF, revenue, P&L, and partner behavior

• Strong familiarity with the Salesforce partner data model and a PRM platform like Impartner, Allbound, Salesforce PRM, or similar

• Required fluency in SQL

• Preference for candidates with exposure to consumption-based or usage-based business models

• 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; advanced degree or equivalent experience is preferred

🏝️ Benefits

• Flexible work environment and remote-friendly arrangements

• Employer contributions toward healthcare

• Stock options available for every new team member

• Flexible time off in the US

• Generous time-off benefits in other countries

• USD$500 home office setup allowance for remote employees

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