Director, Global Partnerships & Channels
Percona · Sales · Lead · 1mo ago
Open to candidates across Americas.
Direct from the employer's own careers page
Who can apply
Read straight from the listing, so you know before you spend time on it.
Open to candidates across Americas.
“Americas”
Percona is a remote-only workforce with team members across more than 50 countries.
- Async-first
- The listing doesn't promise async-first working.
- Contractor / B2B
- No mention of hiring international contractors or invoicing.
- Global stipend
- Percona provides remote office equipment and ongoing connectivity allowances.
- Annual retreat
- No company-paid get-togethers mentioned.
Read from the listing automatically. Always confirm the details with the company before you accept an offer.
About the role
In this role, you will lead Percona's shift from a direct-led go-to-market model to a partner-amplified one, reporting directly to the Chief Revenue Officer. You will own the full partner portfolio across Hyperscalers (AWS, cloud distribution, marketplace listings, private offers, co-selling) and VARs/SIs (regional expansion in Asia, EMEA, and LATAM). You will establish intake and tiering processes, standard deal registration, and pipeline attribution to drive repeatable partner-sourced revenue.
What you'll do
- Own the Channels & Alliances strategy, setting quarterly targets and managing partner tiering and pipeline contributions.
- Lead the team managing the end-to-end AWS relationship, driving cloud marketplace listings, private offers, and co-selling initiatives.
- Expand VAR and SI partnerships across Asia, EMEA, and LATAM to unlock local transactions, contracting, and currency support.
- Establish the partner operating foundation, including intake, deal registration, and Salesforce attribution for partner-sourced and influenced pipeline.
- Align direct sales teams with channel partners through clear rules of engagement, joint plays, and partner enablement.
What you bring
- Demonstrated experience building or rebuilding a partner program from scratch, including intake, tiering, and deal registration.
- Proven track record driving measurable revenue across hyperscalers, SIs, and VARs.
- Hands-on experience with hyperscaler marketplaces, private offers, and co-selling programs.
- Experience building VAR partnerships across global markets including Asia, EMEA, and LATAM.
- Deep understanding of the open source software model and its alignment with cloud providers and system integrators.
About Percona
Percona is an open source database software and services company supporting MySQL, PostgreSQL, Valkey/Redis, MariaDB, and MongoDB across cloud and on-premise environments.
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