[Hiring] Director of Channels & Alliances @Percona

Role Description

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.

You will own the full partner portfolio across two of our categories:

• Hyperscalers
  • Cloud distribution, easy procurement, On Prem referrals, Hyperscaler sourced and funded deals
  • Marketplace listings, private offers, co-sell, and customers applying committed cloud spend to Percona
• VARs
  • Selling where we can't easily transact direct
  • Local paper, local currency, and local relationships in Asia, EMEA, and LATAM

This 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 Do

• 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.
• Hyperscalers
  • 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.

What You Have Done

• 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.

Preferred

• 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.

Benefits

• 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.
• Opportunity to participate in our equity incentive plan.
• Support for a healthy work/life balance such as The Percona Adventure Team, Work-from-Anywhere, FlowDays, FryDays, and overall flexibility.
• Support for being socially responsible through our PAVE volunteering program and Women Transforming Technology.