Director, Global Partnerships & Channels

Percona

United States

Remote

USD 180,000 - 230,000

Full time

3 days ago

Be an early applicant

Get a reply from this employer

Your resume and cover letter, tailored to exactly what they’re hiring for.

Get past ATS filters

Benefits offered by this job

Flexible work hours

Paid time off programs

Remote office equipment

Career development funds

Connectivity allowance

Equity incentive plan

Work-from-Anywhere

FlowDays

FryDays

PAVE volunteering program

Women Transforming Technology

Job summary

Percona seeks a Director of Channels & Alliances to drive a partner-amplified go-to-market, overseeing hyperscalers and VARs across Asia, EMEA, LATAM and North America. You will own strategy, portfolio, governance, and quarterly plans, aligning Services, RevOps, Legal, Finance, Marketing, and Product to accelerate partner-sourced revenue.

You will lead a global, remote-first team, building scalable processes for partner intake, tiering, and deal registration, while ensuring strong customer value

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.

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 partner and field teams.
Drive Marketplace listings and private offers for cloud spend.
Scale co-sell with hyperscaler field teams and partner networks.
Build VARs and coordinate with regional SIs for delivery and access.
Create packaged plays and a partner marketing toolkit.

Skills

Partnership strategy

Channel leadership

Hyperscalers experience

VAR/SI partnerships

Sales enablement

Salesforce CRM

Tools

Salesforce CRM

Job description

Percona is hiring a Director of Channels & Alliances to lead our shift from a direct-led go-to-market model to a partner-amplified one. Partners extend our reach, add delivery capacity, and let us transact in markets we can't serve directly today.

Percona is a fully open source database software and services company. We help organizations run MySQL, PostgreSQL, Valkey/Redis, Maria DB, and MongoDB at scale, on premises and in the cloud.

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.

Why Percona?

At Percona, we believe an open world is a better world. Our mission is to enable everyone to innovate freely, by providing the best open source database software, support, and services. We make databases and applications run better through a unique combination of expertise and open source software built with the community for you. Our technical teams are experts in MySQL, MongoDB, PostgreSQL, and MariaDB.

Percona is proud to be a remote-only and globally dispersed workforce – we have colleagues in more than 50 countries! We offer a collaborative, highly-engaged culture where your ideas are welcome and your voice is heard.