Global Channels & Alliances Leader

Percona; Jacksonville (FL); Remote; USD 180,000 - 240,000; Full time

Job summary

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. This role owns the full partner portfolio across Hyperscalers and VARs, and reports to the Chief Revenue Officer, with global remote responsibility.

You will build and scale partner programs, drive joint planning and co-sell motions, and measure partner productivity to maximize bookings and revenue.

Qualifications

• Built or rebuilt a partner program from scratch with intake, tiering, economics, and deal registration.
• Proven revenue impact with hyperscalers, SIs, and VARs.
• Hands-on hyperscaler experience with marketplaces, private offers, co-sell.
• Experience expanding VAR partnerships across regions and currencies.

Responsibilities

• Own the Channels & Alliances strategy and quarterly plan with targets.
• Add, tier, and exit partners based on pipeline and bookings contribution.
• Lead the AWS relationship end-to-end with partner and field teams.
• Drive Marketplace listings and private offers for cloud spend.
• Scale co-sell with hyperscaler field teams.
• Secure partner funding and co-marketing where available.
• Build VARs with regional SIs for delivery and access.
• Deliver enablement, joint marketing, and packaged plays regionally.

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. This role owns the full partner portfolio across Hyperscalers and VARs, and reports to the Chief Revenue Officer, with global remote responsibility.

You will build and scale partner programs, drive joint planning and co-sell motions, and measure partner productivity to maximize bookings and revenue.