Director, Partner Programs

United States Digital Space LLC; United States; Hybrid; USD 190,000 - 260,000; Full time

Job summary

the company is seeking a Director, Partner Programs to own the program end to end across Technology, Services & Solutions, Cloud, Built with the company, and Certified by the company DBaaS.

You’ll oversee a global team, align with Sales Plays, PRM, and AI Operations, and ensure governance and coherence with the GTM strategy.

Qualifications

• 10+ years in partner programs, alliances, or partner marketing in B2B SaaS or infra.
• Experience owning a multi-tier partner program end to end.
• Proven ability to design and govern incentive programs with clear ROI.
• Experience with cloud marketplace programs (AWS/Azure/GCP).
• Strong cross-functional leadership across sales, enablement, product, legal, and finance.
• Familiarity with PRM platforms (Salesforce PRM, Impartner, Workspan).
• Executive presence and experience presenting strategy to senior leadership.
• People-management experience leading a small team.

Responsibilities

• Own partner program strategy and structure across all partner categories.
• Design and govern the global partner incentive framework with MDF, SPIFs, rebates.
• Manage a team of Partner Program Managers and drive program health metrics.
• Oversee end-to-end partner journey: onboarding, tiering, certification, renewal, escalation.
• Collaborate with PRM and AI Operations to implement automation.
• Represent Partner Programs in planning conversations with executives.
• Define and report program KPIs and drive data-informed improvements.
• Align with GTM strategy and partner priorities across the organization.

Skills

Partner programs

Team management

Cross-functional leadership

Cloud marketplace programs

PRM platforms

Executive presence

Incentive design

Multi-tier architecture

Tools

Salesforce PRM

Impartner

Workspan

Job description

the company's Partner Program is how we formalize value for every partner type in our ecosystem — Technology/ISV partners, Services and Solutions partners (including our Systems Integrators), Cloud partners (AWS, Azure, Google Cloud), Built with the company partners, and Certified by the company DBaaS partners. We're looking for a Director, Partner Programs to own this program end to end: the tiering and benefits structure, the incentive framework, certification (including our SI Associate and SI Architect tracks), and the operational rigor that keeps thousands of partners engaged and productive.

You’ll report to the VP of Partner Strategic Operations and oversee all the company Partner Programs globally, managing a team of Partner Program Managers. You’ll be the connective tissue between the field-facing work being done in Sales Plays & Offerings, the platform work being built by our Business Product Manager (PRM), and the automation work coming out of Digital Process & AI Operations — making sure the underlying program itself stays coherent, well-governed, and aligned to company strategy as all of that activity happens around it.

This role can be hybrid near any of our the company hub offices in the United States or remote in the United States.

What You’ll Do

Own Partner Program strategy and structure

• Own and evolve the overall architecture of the the company Partner Program across all partner categories — Technology, Services and Solutions, Cloud, Built with the company, and Certified by the company DBaaS — including tiering, entitlements, and benefits at each level

• Ensure the program structure stays aligned to the company's broader GTM strategy, including emerging priorities like AI-driven partnerships and cloud marketplace growth

• Own partner certification pathways (e.g., SI Associate and SI Architect certifications) and ensure they reflect current the company technology and sales priorities

Design and govern incentives

• Own the global partner incentive framework — MDF, SPIFs, rebates, and co-sell incentives — ensuring programs are compliant, scalable, and clearly tied to desired partner behaviors

• Partner directly with the Sales Plays & Offerings lead to evaluate and structure incentives behind specific sales plays and joint offerings, translating field-level recommendations into funded, governed programs

• Track incentive ROI and make the call on which programs to scale, adjust, or sunset

Manage program operations and team

• Manage a team of Partner Program Managers, each responsible for one or more partner categories, setting priorities and holding the team accountable to program health metrics

• Own the end-to-end partner journey at the program level: onboarding, tiering/qualification, certification, renewal, and escalation resolution

• Partner with Enablement to make sure certification and program content stays current and effectively delivered to partners

Partner across the ecosystem function

• Work closely with the Business Product Manager, PRM to ensure program rules (tiering logic, entitlements, certification tracking) are accurately reflected and enforced in the PRM platform

• Partner with Digital Process & AI Operations to identify where program administration (qualification, renewals, claims processing) can be automated or enhanced with AI

• Represent Partner Programs in planning and strategy conversations with the VP of Partner Strategic Operations and other Partner org leaders

Measure and report

• Define and own program-level KPIs: partner activation and tier distribution, certification completion, program-driven pipeline and revenue, and partner satisfaction

• Deliver regular program health reporting and business reviews to the VP and other executive stakeholders

• Use data to continuously refine program design — what's driving partner engagement and revenue, and what isn't

What You’ll Bring

• 10+ years of experience in partner/channel programs, alliances, or partner marketing at a B2B SaaS or infrastructure/data company, with at least 3+ years managing a team.

• A track record of owning a multi-tier partner program end to end — design, launch, governance, and ongoing evolution — ideally spanning multiple partner types (ISV, SI/services, cloud/marketplace)

• Deep experience designing and governing partner incentive programs (MDF, SPIFs, rebates) with clear ROI discipline

• Experience with cloud marketplace partner programs (AWS, Azure, GCP) and how they interact with a vendor's own partner program

• Strong cross-functional leadership — comfortable partnering with sales, enablement, product, legal, and finance to keep a global program running smoothly

• Familiarity with PRM platforms (Salesforce PRM, Impartner, Workspan, or similar) and how program rules get operationalized in them

• Executive presence: experience presenting program strategy and results to senior leadership and adjusting based on executive input

• Strong people-management skills, with experience developing and prioritizing the work of a small team

Nice to Have

• Experience running or scaling a partner certification program

• Background in database, cloud infrastructure, or developer-focused technology markets

• Experience partnering with a dedicated PRM product owner or digital/AI operations function on program automation

What Success Looks Like in the First Year

• A validated, leadership-endorsed Partner Program architecture (tiers, benefits, certification) across all partner categories

• A governed incentive framework with clear ROI tracking, including at least one incentive built jointly with the Sales Plays & Offerings lead

• A well-functioning team of Partner Program Managers with clear ownership across partner categories and a healthy operating cadence

• Established, trusted working relationships with the Business Product Manager (PRM) and Digital Process & AI Operations lead, with program logic accurately reflected in the platform and at least one program process automated

About the company

the company is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. the company’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, the company Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on the company for their most important applications, we’re powering the next era of software.

Our compass at the company is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us the company.

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at the company, an