Director, Partner Programs – Operations

🔥 23 hours ago

🇺🇸 United States – Remote

💵 $200k - $270k / year

⏰ Full Time

🔴 Lead

⚙️ Operations

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ClickHouse

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

☁️ SaaS

🏢 Enterprise

🤖 Artificial Intelligence

SaaS • Enterprise • Artificial Intelligence

ClickHouse is a fast and resource-efficient real-time data warehouse and open-source database that is designed to deliver superior query performance for mission-critical and time-sensitive applications. It is available as a cloud service on major platforms like AWS, GCP, and Azure, with a "Bring Your Own Cloud" option and a wide range of integrations for seamless operation within diverse tech stacks. ClickHouse excels in real-time analytics, machine learning, business intelligence, and observability, making it an ideal choice for tasks such as financial services, fraud detection, and gaming analytics. It supports developer-friendly SQL operations, offers cost-effective storage solutions, and provides an open-source alternative to traditional databases. Companies like Sony, Lyft, Cisco, GitLab, and Twilio leverage ClickHouse for its scalability, efficiency, and ease of use.

📋 Description

• Design, build, and run ClickHouse's partner ecosystem across partner programs, partner operations, channel development, and partner enablement • Define partner program tiers, benefits, requirements, business planning cadence, MDF budget, rebates, and funding mechanics • Manage operational relationships with hyperscalers and top-tier partners, including compliance, competencies, funding, credits, and reviews • Define partner pipeline contribution and certified delivery capacity metrics and own reporting • Design and own partner systems, processes, and data, including the PRM, Salesforce partner data model, deal registration rules, SLAs, conflict resolution, co-sell submission hygiene, and partner-of-record accuracy • Co-own channel development and run onboarding and activation for the long tail of partners • Own partner enablement and readiness, including certification paths, competency requirements, curriculum, content library, and implementation readiness standards • Own partner-of-record and attribution for marketplace transactions while the commercial team owns execution • Develop the team and build the capabilities needed to support a global partner ecosystem • Work with Partner, Sales, Operations, Legal, Finance, enablement, learning, and regional field operations teams • Report to the VP of Revenue Operations and work closely with the VP, Global Partners and Alliances

🎯 Requirements

• 10+ years in partner operations, channel operations, alliances, or revenue operations with direct partner scope • At least five years leading a team • Experience designing or rebuilding partner programs, including tiering, economics, and deal registration • Direct hyperscaler experience with AWS, GCP, or Azure partner programs, including co-sell, program tiers and competencies, marketplace mechanics, and funding • Experience building SI and services partner capability • Knowledge of certification, practice investment, and measurable delivery quality • Fluency with margin, referral fees, rebates, MDF, revenue, P&L, and partner behavior • Strong working knowledge of the Salesforce partner data model and a PRM platform such as Impartner, Allbound, Salesforce PRM, or similar • SQL fluency required • Exposure to consumption-based or usage-based business models strongly preferred • Understanding of marketplace transaction mechanics and commit drawdown • Ability to partner with Legal and Finance on agreements, margin structure, MDF accrual and payout, and revenue recognition • Excellent written and verbal communication • Bachelor's degree; advanced degree or equivalent experience preferred

🏖️ Benefits

• Flexible work environment and remote-friendly work arrangement • Employer contributions towards healthcare • Stock options for every new team member • Flexible time off in the US • Generous time-off entitlement in other countries • USD$500 home office setup allowance for remote employees • Opportunities to engage with colleagues at company-wide offsites

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