Strategic Partner Development Manager - Channels

We are looking for a Strategic Relationship Builder to act as our primary envoy to the world’s leading AI‑focused System Integrators (SIs) aligned with mid‑market and AI Native companies. Reporting to the VP, Channel Partnerships , you will be the lead navigator in embedding DigitalOcean into strategic partnership programs. Your mission is to ensure that as the world scales its data center needs, DigitalOcean is the partner of choice. What You’ll Do Architect strategic alliances with key system integrators, MSPs and resellers partners to ensure DigitalOcean is deeply integrated into their go‑to‑market ecosystems. Navigate complex organizational structures within partner companies to identify and influence the right decision‑makers for long‑term program placement. Translate high‑level cloud infrastructure trends into actionable partnership strategies that solve real‑world data center and scalability challenges. Lead cross‑functional workstreams between internal product teams and external partner organizations to deliver co‑branded value and technical synergy. Drive the execution of partnership milestones by breaking down multi‑quarter goals into clear, actionable deliverables that provide mutual value to all stakeholders. Collaborate with senior leadership to provide insights on industry trends, ensuring our partnership roadmap stays ahead of market shifts in the data center space. Mentor peers and internal teams on partnership best practices, fostering a culture of collaborative excellence across the organization. What You’ll Add To DigitalOcean Technical Breadth: You bring a deep understanding of the cloud and infrastructure industry, specifically regarding data center operations. You have a proven track record of building and managing partnerships with strategic System Integrators, MSPs and Resellers partners. The "Human" Element: You are an expert in Relational Intelligence—you can speak the language of engineers and executives alike, building trust and psychological safety across organizational boundaries. Growth Mindset: You possess a natural desire to learn, an appetite for feedback, and a "leave it better than you found it" attitude that thrives in a high‑performance environment. Compensation Range Base $136,000 - $170,000 / OTE target $180,000 - $226,000 This is a remote role DigitalOcean is an equal‑opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service. #J-18808-Ljbffr