Global Partnerships & Channels Leader (Remote)

Percona; Boston (MA); Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Remote-friendly

Equipment allowance

Career development funds

Equity incentive plan

Paid time off

Job summary

Percona is seeking a Director of Channels & Alliances to lead our shift toward a partner-amplified go-to-market. You will own the full partner portfolio across hyperscalers and VARs, drive marketplace and co-sell programs, and build a scalable partner operating foundation.

You will report to the Chief Revenue Officer and collaborate with Services, Finance, Legal, Marketing, Product, and Engineering to deliver measurable revenue growth globally while maintaining a focus on open source database

Qualifications

• Built or rebuilt a partner program from scratch with 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.

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 program

Hyperscaler experience

VAR partnerships

Open source cloud

Sales enablement

Tools

Salesforce

Job description

Percona is seeking a Director of Channels & Alliances to lead our shift toward a partner-amplified go-to-market. You will own the full partner portfolio across hyperscalers and VARs, drive marketplace and co-sell programs, and build a scalable partner operating foundation.

You will report to the Chief Revenue Officer and collaborate with Services, Finance, Legal, Marketing, Product, and Engineering to deliver measurable revenue growth globally while maintaining a focus on open source database