percona - Director, Global Partnerships & Channels
Requirements
• 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 • 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 • PERSONAL ATTRIBUTES • Builder. 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 LIKE • Success 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.
Responsibilities
• Strategy and Portfolio • Own 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 value • Add, tier, and exit partners based on pipeline and bookings contribution • Lead the team that owns our AWS relationship end to end, across AWS partner and field teams and our own sales and customer success teams • Drive Marketplace listings and private offers so customers can buy Percona with committed cloud spend • Scale co-sell, including opportunity registration and joint account planning with hyperscaler field teams • Secure partner funding, proof-of-concept support, and co-marketing where available • VARs and SIs Regional Expansion • Build VARs as our contracting and sales vehicle in Asia, EMEA, and LATAM • Pair VARs with regional SIs for delivery and customer access • Deliver local enablement, joint marketing, and packaged plays in each region • Negotiate partner co-funding of in-region resources where possible • Partner Operating Foundation • Build a partner intake and approval process • 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 • Cross-Functional Leadership • Secure clear commitments from Services, RevOps, Legal, Finance, Marketing, and Product and Engineering, and hold each one accountable • Get direct sales working with partners, not around them, through clear rules of engagement and deal registration
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