Director, Global Partnerships – Channels

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

💰 Account Manager

👻 Ghost score 11%

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Percona

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2006

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

Percona is an open source database software, support, and services company that helps enhance the performance and reliability of databases and applications. The company provides a variety of tools and services tailored for MySQL, MongoDB, and PostgreSQL databases, offering managed services, consulting, and training to support enterprises in managing their complex database environments. Percona is recognized for its commitment to open source solutions, ensuring that clients maintain control and secure access to their data without being locked into commercial licenses. Their solutions focus on scalability, proactive performance tuning, high availability, and security, serving thousands of customers with varied database needs. With a strong emphasis on community engagement and continuous innovation, Percona is dedicated to driving success and efficiency in database management.

📋 Description

• Own the Channels & Alliances strategy and run it as a quarterly plan with targets • Evaluate partnerships based on customer need and economic value • Add, tier, and exit partners based on pipeline and bookings contribution • Lead the AWS relationship across AWS partner and field teams and Percona sales and customer success teams • Drive Marketplace listings and private offers • Scale co-sell, opportunity registration, and joint account planning with hyperscaler field teams • Secure partner funding, proof-of-concept support, and co-marketing • Build VARs as contracting and sales vehicles in Asia, EMEA, and LATAM • Pair VARs with regional SIs for delivery and customer access • Deliver local enablement, joint marketing, and packaged plays • Negotiate partner co-funding of in-region resources • Build partner intake and approval processes • 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 commitments from Services, RevOps, Legal, Finance, Marketing, Product, and Engineering • Establish rules of engagement so direct sales work with partners • Grow partner-sourced and partner-influenced bookings and partner-transacted revenue • Report to the Chief Revenue Officer

🎯 Requirements

• Experience building or rebuilding a partner program from scratch, including intake, tiering, economics, and deal registration • Measurable revenue experience across hyperscalers, SIs, and VARs • Hands-on hyperscaler experience with marketplaces, private offers, co-sell, and partner networks • Experience building VAR partnerships in Asia, EMEA, and LATAM, including local contracting and currency • Experience defining partner attribution in Salesforce and reporting partner-sourced and partner-influenced pipeline • Understanding of the open source model and its value to cloud providers and SIs • Experience leading programs across Services, Finance, Legal, Product, and Marketing without direct authority • Database, data infrastructure, and/or open source experience preferred • Exposure to AWS, Azure, and/or Google Cloud partner ecosystems preferred • Experience running partner programs across multiple regions and time zones preferred • Effectiveness across North America, India, Asia, EMEA, and LATAM • Must be fully authorized to work for any employer in the country where you live and work

🏖️ Benefits

• Flexible work hours • Various paid time off programs • All equipment for your remote office • Funds for career development, including external training, certifications, and conferences • Ongoing connectivity allowances • Opportunity to participate in the equity incentive plan • The Percona Adventure Team • Work-from-Anywhere • FlowDays • FryDays • Overall flexibility supporting work/life balance • PAVE volunteering program • Women Transforming Technology