Global Partnerships & Alliances Director — Open Source Growth

Percona; Dublin; Remote; EUR 140,000 - 210,000; Full time

Benefits offered by this job

Remote work

Flexible hours

Career development

Job summary

Percona seeks a Director of Channels & Alliances to shift to a partner-amplified go-to-market model. You will own the partner portfolio across hyperscalers, VARs and SIs, and report to the Chief Revenue Officer.

This is a builder role with global scope across Asia, EMEA and LATAM. You will lead strategy, governance, co-sell, marketplace programs, and partner enablement to align Sales, Services, Legal, Marketing, and Product.

Qualifications

• 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.

Responsibilities

• 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.
• Lead the team that owns our AWS relationship end to end, across AWS partner and field 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.
• 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.
• Create packaged plays, partner enablement, and a partner marketing toolkit.
• Secure clear commitments from Services, RevOps, Legal, Finance, Marketing, and Product and Engineering, and hold each one accountable.

Skills

Partner programs

Hyperscalers

VARs

SIs

Open source

AWS

Azure

GCP

Global expansion

Tools

Salesforce

Marketplace platforms

Co-sell programs

Job description

Percona seeks a Director of Channels & Alliances to shift to a partner-amplified go-to-market model. You will own the partner portfolio across hyperscalers, VARs and SIs, and report to the Chief Revenue Officer.

This is a builder role with global scope across Asia, EMEA and LATAM. You will lead strategy, governance, co-sell, marketplace programs, and partner enablement to align Sales, Services, Legal, Marketing, and Product.