[Hiring] Director of Partner Programs & Operations @ClickHouse

Role Description

We are looking for a Director of Partner Programs & Operations to work with Partner, Sales and Operations leadership to design, build, and run the partner ecosystem at ClickHouse. The function covers four capabilities: partner programs, partner operations, channel development, and partner enablement.

This is a design and build role before it is a management one. The program, the systems and data underneath it, the onboarding and readiness motions, and the way the ecosystem is measured are yours to design.

Working closely with the VP, Global Partners and Alliances, and reporting to the VP, Revenue Operations, you share accountability for what the partner ecosystem produces and for what it can deliver: partner-sourced and partner-influenced pipeline, and the certified capacity to implement ClickHouse. You own the programs, standards, and measurement behind both.

You will inherit a small team and grow it as the partner business does. The function runs globally, working through the regional field operations teams.

What You'll Be Doing

• Own the partner program definition and the annual refresh: tiering, benefits, requirements, the partner business planning cadence across cloud, ISV, and SI partners, and the MDF budget with the rebate and funding mechanics behind it.
• Own the operational counterpart relationships at the hyperscalers and our top-tier partners: program compliance, competencies, the funding and credits those programs make available, and the standing reviews that keep us qualified and keep the joint motion moving.
• Own how the partner business is measured: set what pipeline contribution and certified delivery capacity mean, and own the reporting that shows where that capacity exists and where it is thin.
• Design and own the partner systems, process, and data layer everything else runs on: the PRM, the partner data model in Salesforce, deal registration rules and SLAs, conflict resolution with direct sellers, and co-sell submission hygiene and partner-of-record accuracy.
• Co-own channel development with the Partners team: own the onboarding and activation framework that carries a partner from signed to productive, and run it directly for the long tail.
• Own partner enablement and readiness: certification paths, competency requirements, and the partner-facing curriculum and content library, built with the enablement and learning teams.
• Own the partner-of-record and attribution side of marketplace transactions, with the commercial team owning execution.
• Develop the team and build out the capability the partner business needs next.

Qualifications

• 10+ years in partner operations, channel operations, alliances, or revenue operations with direct partner scope, including at least five years leading a team.
• A builder's bias: you would rather design a program than administer one.
• Direct hyperscaler experience, required: worked AWS, GCP, or Azure partner programs from the operational side.
• Experience building SI and services partner capability, not only transacting partners.
• Fluency with partner economics: margin, referral fees, rebates, and MDF.
• Owner-operator mindset: treat partner programs and operations as a system you own end-to-end.
• Systems depth: strong working knowledge of the Salesforce partner data model and a PRM platform.
• SQL fluency required: comfortable building your own analysis on partner performance.
• Exposure to consumption-based or usage-based business models strongly preferred.
• Able to partner with Legal and Finance on partner agreements, margin structure, MDF accrual and payout.
• Credible with partners externally and with the field internally.
• Excellent written and verbal communication: comfortable presenting to executives and senior partner stakeholders.
• Bachelor's degree; advanced degree or equivalent experience preferred.

Benefits

• Flexible work environment: ClickHouse is a globally distributed company and remote-friendly.
• Healthcare: Employer contributions towards your healthcare.
• Equity in the company: Every new team member who joins our company receives stock options.
• Time off: Flexible time off in the US, generous entitlement in other countries.
• A USD$500 Home office setup if you’re a remote employee.
• Global Gatherings: Opportunities to engage with colleagues at company-wide offsites.
• Culture: As part of a rapidly scaling start-up, you will be instrumental in shaping our culture.