Director, Global Partnerships & Channels

The role

You will lead the shift from a direct-led go-to-market model to a partner-amplified one. You will own the full partner portfolio across Hyperscalers and VARs to grow partner-sourced and partner-influenced bookings.

What you will do

• Own the Channels & Alliances strategy and run it as a quarterly plan with targets
• Add, tier, and exit partners based on pipeline and bookings contribution
• Lead the team that owns the AWS relationship end to end
• Drive Marketplace listings and private offers
• Scale co-sell, including opportunity registration and joint account planning
• Build VARs as a contracting and sales vehicle in Asia, EMEA, and LATAM
• Build a partner intake and approval process
• Track and attribute partner-sourced and partner-influenced pipeline and bookings in Salesforce
• Standardize deal registration
• Secure commitments from Services, RevOps, Legal, Finance, Marketing, and Product and Engineering

Required 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

Nice to have

• Database, data infrastructure, and/or open source experience
• Exposure to AWS, Azure and/or Google Cloud partner ecosystems
• Partner programs run across multiple regions and time zones

Benefits

• Flexible work hours
• Various paid time off programs
• All equipment for your remote office
• Funds for career development (external training, certifications, conferences)
• Ongoing connectivity allowances
• Opportunity to participate in our equity incentive plan
• The Percona Adventure Team
• Work-from-Anywhere
• FlowDays
• FryDays
• Overall flexibility

About the company

Percona is a fully open source database software and services company. They help organizations run MySQL, PostgreSQL, Valkey/Redis, Maria DB, and MongoDB at scale, on premises and in the cloud.