Director, Global Partnerships & Channels

You will own the full partner portfolio across two of our categories

Hyperscalers

• Cloud distribution, easy procurement, On Prem referrals, Hyperscaler sourced and funded deals
• Marketplace listings, private offers, co-sell, and customers applying committed cloud spend to Percona

VARs

• Selling where we can't easily transact direct
• Local paper, local currency, and local relationships in Asia, EMEA, and LATAM

This is a builder role. We measure partner productivity, not partner count. We want fewer, deeper relationships on a shared operating foundation. The role reports to the Chief Revenue Officer.

What You Will Do

Strategy and Portfolio

• Own the Channels & Alliances strategy and run it as a quarterly plan with targets.
• Say no to partnerships without clear customer need and a path to economic value
• Add, tier, and exit partners based on pipeline and bookings contribution

Hyperscalers

• Lead the team that owns our AWS relationship end to end, across AWS partner and field teams and our own sales and customer success teams
• Drive Marketplace listings and private offers so customers can buy Percona with committed cloud spend
• Scale co-sell, including opportunity registration and joint account planning with hyperscaler field teams
• Secure partner funding, proof-of-concept support, and co-marketing where available

VARs and SIs Regional Expansion

• Build VARs as our contracting and sales vehicle in Asia, EMEA, and LATAM
• Pair VARs with regional SIs for delivery and customer access
• Deliver local enablement, joint marketing, and packaged plays in each region
• Negotiate partner co-funding of in-region resources where possible

Partner Operating Foundation

• Build a partner intake and approval process
• Track and attribute partner-sourced and partner-influenced pipeline and bookings in Salesforce
• Standardize deal registration
• Create packaged plays, partner enablement, and a partner marketing toolkit

Cross-Functional Leadership

• Secure clear commitments from Services, RevOps, Legal, Finance, Marketing, and Product and Engineering, and hold each one accountable
• Get direct sales working with partners, not around them, through clear rules of engagement and deal registration

What You Have Done

• Built or rebuilt a partner program from scratch, including intake, tiering, economics, and deal registration
• Driven measurable revenue in hyperscalers,SIs, and VARs
• Hands-on hyperscaler experience with marketplaces, private offers, co-sell, and partner networks
• Built VAR partnerships in Asia, EMEA, and LATAM, including local contracting and currency
• Defined partner attribution in Salesforce and reported partner-sourced and partner-influenced pipeline
• Understand the open source model and the value it brings to cloud providers and SIs
• Led programs across Services, Finance, Legal, Product, and Marketing without direct authority

Preferred

• Database, data infrastructure, and/or open source experience
• Exposure to AWS, Azure and/or Google Cloud partner ecosystems
• Partner programs run across multiple regions and time zones

Personal Attributes

• Builder. You create structure where none exists and finish what you start.
• Focused. You say no to partnerships that don't pay off.
• Analytical. You manage partners on pipeline and bookings, not activity.
• Global. You are effective across North America, India, Asia, EMEA, and LATAM.
• Influential. You get commitments from peers without authority and hold them to it.
• Direct. Partners and internal teams trust you to tell them where things stand.
• Self-directed. You move fast in ambiguity.

What Success Looks Like

Success means partners grow our capacity beyond direct sales. You will grow partner-sourced and partner-influenced bookings and partner-transacted revenue across all four categories, without a matching increase in direct sales and marketing spend. You will also stand up the partner operating foundation that makes that growth repeatable.

<!--WEB-ONLY-->