Global Partnerships & Channels Architect

Percona; Lisboa; Remote; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Flexible work hours

Remote-work setup stipend

Paid time off programs

Equity incentive plan

Career development funds

Job summary

Percona is seeking a Director of Channels & Alliances to lead our shift toward a partner-amplified go‑to‑market. This remote, global role reports to the Chief Revenue Officer and drives the full partner portfolio across Hyperscalers and VARs, expanding regional delivery and co‑selling programs.

You will own strategy, governance, and enablement, building scalable intake and registration processes, securing funding, and linking services, legal, finance, and marketing to ensure measurable revenue

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.

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 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
• 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
• 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
• 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

Skills

Partner management

Strategic planning

Cross-functional leadership

Negotiation

Tools

Salesforce

Marketplace platforms

Job description

Percona is seeking a Director of Channels & Alliances to lead our shift toward a partner-amplified go‑to‑market. This remote, global role reports to the Chief Revenue Officer and drives the full partner portfolio across Hyperscalers and VARs, expanding regional delivery and co‑selling programs.

You will own strategy, governance, and enablement, building scalable intake and registration processes, securing funding, and linking services, legal, finance, and marketing to ensure measurable revenue