Director, Global Partnerships & Channels

Percona is hiring a Director of Channels & Alliances to lead our shift from a direct-led go-to-market model to a partner-amplified one. Partners extend our reach, add delivery capacity, and let us transact in markets we can't serve directly today.Percona is a fully open source database software and services company. We help organizations run MySQL, PostgreSQL, Valkey/Redis, Maria DB, and MongoDB at scale, on premises and in the cloud.You will own the full partner portfolio across two of our categories:HyperscalersCloud distribution, easy procurement, On Prem referrals, Hyperscaler sourced and funded dealsMarketplace listings, private offers, co-sell, and customers applying committed cloud spend to PerconaVARsSelling where we can't easily transact directLocal paper, local currency, and local relationships in Asia, EMEA, and LATAMThis is a builder role. We measure partner productivity, not partner count. We want fewer, deeper relationships on a shared operating foundation. The role reports to the Chief Revenue Officer.What You Will DoStrategy and PortfolioOwn 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 valueAdd, tier, and exit partners based on pipeline and bookings contributionHyperscalersLead the team that owns our AWS relationship end to end, across AWS partner and field teams and our own sales and customer success teamsDrive Marketplace listings and private offers so customers can buy Percona with committed cloud spendScale co-sell, including opportunity registration and joint account planning with hyperscaler field teamsSecure partner funding, proof-of-concept support, and co-marketing where availableVARs and SIs Regional ExpansionBuild VARs as our contracting and sales vehicle in Asia, EMEA, and LATAMPair VARs with regional SIs for delivery and customer accessDeliver local enablement, joint marketing, and packaged plays in each regionNegotiate partner co-funding of in-region resources where possiblePartner Operating FoundationBuild a partner intake and approval processTrack and attribute partner-sourced and partner-influenced pipeline and bookings in SalesforceStandardize deal registrationCreate packaged plays, partner enablement, and a partner marketing toolkitCross-Functional LeadershipSecure clear commitments from Services, RevOps, Legal, Finance, Marketing, and Product and Engineering, and hold each one accountableGet direct sales working with partners, not around them, through clear rules of engagement and deal registrationWhat You Have DoneBuilt or rebuilt a partner program from scratch, including intake, tiering, economics, and deal registrationDriven measurable revenue in hyperscalers,SIs, and VARsHands-on hyperscaler experience with marketplaces, private offers, co-sell, and partner networksBuilt VAR partnerships in Asia, EMEA, and LATAM, including local contracting and currencyDefined partner attribution in Salesforce and reported partner-sourced and partner-influenced pipelineUnderstand the open source model and the value it brings to cloud providers and SIsLed programs across Services, Finance, Legal, Product, and Marketing without direct authorityPreferredDatabase, data infrastructure, and/or open source experienceExposure to AWS, Azure and/or Google Cloud partner ecosystemsPartner programs run across multiple regions and time zonesPersonal AttributesBuilder. You create structure where none exists and finish what you start.Focused. You say no to partnerships that don't pay off.Analytical. You manage partners on pipeline and bookings, not activity.Global. You are effective across North America, India, Asia, EMEA, and LATAM.Influential. You get commitments from peers without authority and hold them to it.Direct. Partners and internal teams trust you to tell them where things stand.Self-directed. You move fast in ambiguity.What Success Looks LikeSuccess means partners grow our capacity beyond direct sales. You will grow partner-sourced and partner-influenced bookings and partner-transacted revenue across all four categories, without a matching increase in direct sales and marketing spend. You will also stand up the partner operating foundation that makes that growth repeatable.Why Percona?At Percona, we believe an open world is a better world. Our mission is to enable everyone to innovate freely, by providing the best open source database software, support, and services. We make databases and applications run better through a unique combination of expertise and open source software built with the community for you. Our technical teams are experts in MySQL, MongoDB, PostgreSQL, and MariaDB.Percona is proud to be a remote-only and globally dispersed workforce – we have colleagues in more than 50 countries! We offer a collaborative, highly-engaged culture where your ideas are welcome and your voice is heard.Our staff receives generous benefits including flexible work hours and various paid time off programs, all your equipment for your remote office, funds for career development (external training, certifications, conferences), ongoing connectivity allowances, and the opportunity to participate in our equity incentive plan. We also have benefits that support a healthy work/life balance such as The Percona Adventure Team, Work-from-Anywhere, FlowDays, FryDays, and overall flexibility. We also support being socially responsible through our PAVE volunteering program and Women Transforming Technology.If you love the idea of working with a high-growth tech company that is one of the best in the business and known globally as a leader in the open-source database space, let’s talk!Connect with us and stay up to date on our latest news and developments by following us on LinkedIn and Twitter. We look forward to connecting with you!LocationAmericas; Atlanta; Boston, MA; Chicago; Dublin; Florida; Lisbon; London; TorontoEmployment TypeFull timeLocation TypeRemoteDepartmentSALES