Global Partnerships & Alliances Director (Remote)

Percona; Atlanta (GA); Remote; USD 180,000 - 240,000; Full time

Job summary

Percona, a fully open source database software and services company, is hiring a Director of Channels & Alliances to shift to a partner-amplified go-to-market model. You will own the full partner portfolio, lead hyperscaler initiatives, and drive regional VAR expansion across Asia, EMEA, and LATAM in a remote-first setup.

You will build a structured partner intake, enablement, and co-funding programs while coordinating with Services, RevOps, Legal, Finance, Marketing, and Product/Engineering to

Qualifications

• Built or rebuilt a partner program from scratch with intake, tiering, economics and deal registration.
• Measured revenue in hyperscalers, SIs and VARs.
• Hands-on hyperscaler experience with marketplaces, private offers and co-sell networks.
• Built VAR partnerships in Asia, EMEA and LATAM with contracting and currency.
• Defined partner attribution in Salesforce and reported partner-sourced and partner-influenced pipeline.
• Understanding open source model and its value to cloud providers and SIs.

Responsibilities

• Own the Channels & Alliances strategy and quarterly plan with targets.
• Assess partnerships for customer need and clear economic value.
• Add, tier, and exit partners based on pipeline and bookings.
• Lead the AWS relationship end-to-end with partner and field teams.
• Drive Marketplace listings and private offers for cloud-spend aligned buying.
• Scale co-sell with hyperscaler field teams and joint account planning.
• Build VARs as contracting and sales vehicle in Asia, EMEA, LATAM.
• Track partner-sourced and partner-influenced pipeline in Salesforce.

Skills

Partner program

Hyperscaler sales

VAR/SI expansion

Sales enablement

Cross-functional leadership

Open source

Tools

Salesforce

AWS

Job description

Percona, a fully open source database software and services company, is hiring a Director of Channels & Alliances to shift to a partner-amplified go-to-market model. You will own the full partner portfolio, lead hyperscaler initiatives, and drive regional VAR expansion across Asia, EMEA, and LATAM in a remote-first setup.

You will build a structured partner intake, enablement, and co-funding programs while coordinating with Services, RevOps, Legal, Finance, Marketing, and Product/Engineering to