Director, Global Partnerships & Channels

About this role

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: 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.