Remote Head of Global Partnerships & Alliances

Percona; Chicago (IL); À distance; USD 180 000 - 250 000; Plein temps

Résumé du poste

Percona is seeking a Director of Channels & Alliances to shift toward a partner-amplified GTM. You will own the portfolio across hyperscalers and VARs, expanding reach, accelerating delivery, and enabling co-sell initiatives with strategic cloud partners.

You will lead strategy, governance, and enablement, collaborating with Services, RevOps, Legal, Finance, Marketing, and Product to build a scalable partner operating model. This is a remote, globally distributed leadership role.

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.
• 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

Responsabilités

• 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 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.

Connaissances

Channel strategy

Partnership development

Hyperscaler partnerships

Sales enablement

Open source/OSS awareness

Outils

Salesforce

Description du poste

Percona is seeking a Director of Channels & Alliances to shift toward a partner-amplified GTM. You will own the portfolio across hyperscalers and VARs, expanding reach, accelerating delivery, and enabling co-sell initiatives with strategic cloud partners.

You will lead strategy, governance, and enablement, collaborating with Services, RevOps, Legal, Finance, Marketing, and Product to build a scalable partner operating model. This is a remote, globally distributed leadership role.