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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in building and managing partner programs, including intake, tiering, and deal registration, while effectively collaborating across multiple departments such as Services, Finance, and Marketing. Proven ability to drive measurable revenue growth through partnerships with hyperscalers, SIs, and VARs across diverse regions.
Highest-signal resume keywords
Partner Program DevelopmentHyperscaler ExperienceSalesforce Partner AttributionVAR Partnership BuildingRevenue Growth Strategy
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Partner Program ManagementRevenue AttributionDeal RegistrationMarketplace ManagementCo-Sell StrategyContract NegotiationData InfrastructureOpen Source KnowledgeRegional Market UnderstandingPipeline Tracking
Soft Skills
Cross-Functional LeadershipNegotiation SkillsStrategic PlanningCommunication SkillsRelationship Management
Tools & Technologies
SalesforceAWSAzureGoogle CloudCo-Marketing Tools
Industry Keywords
VARsSIsHyperscalersCloud PartnershipsOpen Source Model
Tech Stack
Tools & technologiesAWSAzureCloudOpen Source
About the role
Key responsibilities & impact- Own the Channels & Alliances strategy and run it as a quarterly plan with targets
- Evaluate partnerships based on customer need and economic value
- Add, tier, and exit partners based on pipeline and bookings contribution
- Lead the AWS relationship across AWS partner and field teams and Percona sales and customer success teams
- Drive Marketplace listings and private offers
- Scale co-sell, opportunity registration, and joint account planning with hyperscaler field teams
- Secure partner funding, proof-of-concept support, and co-marketing
- Build VARs as contracting and sales vehicles in Asia, EMEA, and LATAM
- Pair VARs with regional SIs for delivery and customer access
- Deliver local enablement, joint marketing, and packaged plays
- Negotiate partner co-funding of in-region resources
- Build partner intake and approval processes
- 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
- Secure commitments from Services, RevOps, Legal, Finance, Marketing, Product, and Engineering
- Establish rules of engagement so direct sales work with partners
- Grow partner-sourced and partner-influenced bookings and partner-transacted revenue
- Report to the Chief Revenue Officer
Requirements
What you’ll need- Experience building or rebuilding a partner program from scratch, including intake, tiering, economics, and deal registration
- Measurable revenue experience across hyperscalers, SIs, and VARs
- Hands-on hyperscaler experience with marketplaces, private offers, co-sell, and partner networks
- Experience building VAR partnerships in Asia, EMEA, and LATAM, including local contracting and currency
- Experience defining partner attribution in Salesforce and reporting partner-sourced and partner-influenced pipeline
- Understanding of the open source model and its value to cloud providers and SIs
- Experience leading programs across Services, Finance, Legal, Product, and Marketing without direct authority
- Database, data infrastructure, and/or open source experience preferred
- Exposure to AWS, Azure, and/or Google Cloud partner ecosystems preferred
- Experience running partner programs across multiple regions and time zones preferred
- Effectiveness across North America, India, Asia, EMEA, and LATAM
- Must be fully authorized to work for any employer in the country where you live and work
Benefits
Comp & perks- Flexible work hours
- Various paid time off programs
- All equipment for your remote office
- Funds for career development, including external training, certifications, and conferences
- Ongoing connectivity allowances
- Opportunity to participate in the equity incentive plan
- The Percona Adventure Team
- Work-from-Anywhere
- FlowDays
- FryDays
- Overall flexibility supporting work/life balance
- PAVE volunteering program
- Women Transforming Technology