This person will be responsible for the vision, leadership, and execution of Percona’s global third-party routes to market. The Channel Leader will lead the company's worldwide Go-To-Market (GTM) initiatives across a diverse partner ecosystem, which includes strategic alliances, cloud vendors/hyperscalers (like AWS), Americas based Global System Integrators (GSIs), and the international reseller/channel network. The successful candidate will be accountable for driving significant pipeline and revenue growth influenced and sourced by these relationships.
Key Responsibilities
The Global Partnerships & Channels Leader will be responsible for the following core areas:
Vision, Strategy and Execution: Develop, operationalize, and lead the global partnership strategies. This includes defining clear GTM plans for expanding relationships with existing (AWS) and future hyperscalers, Expanding from APAC based GSIs into the Americas based GSIs and scaling international channels and resellers.
Team Leadership and Scaling: Refine and build the organizational strategy and lead the execution of scaling the partnerships and channels organization. Initially, this role will involve leading a small team, partnering with GTM, and rolling up their sleeves as we build out our partnerships and channels. This involves managing our AWS leader, partnering with India based GSI leaders and team and working with global sales on leveraging, and adding partners. The role requires delivering comprehensive enablement programs, setting and managing partner quotas, and establishing joint GTM operational processes.
Strategic Alliance Management: Nurture and actively grow high-impact strategic alliances. This includes deepening the relationship with AWS, particularly around the marketplace, partnering with our GSI practice in India to expand it globally, they will also explore potential partnerships with hyperscaler partners for OEM/white-label DBaaS opportunities.
Revenue and Pipeline Growth: Closely collaborate with the direct sales organization to achieve shared pipeline and revenue targets. This role is a critical component in ensuring that third-party relationships are effectively sourcing and influencing the company’s overall revenue goals.
Cross-functional Collaboration: Serve as the primary interface between the partnerships organization and internal teams including RevOps, Product, Marketing, and Global Services. The goal is to ensure global alignment on partner enablement, joint marketing campaigns, and operational processes across all regions.
Position Requirements
Experience: A minimum of 3+ years of progressive experience in partnerships and channels, ideally with at least 1+ year in a leadership or player/coach role. We Prefer deep domain expertise in the cloud, open source, or broader enterprise technology organizations.
Scaling Track Record: Demonstrated success in scaling channel, alliance, or marketplace businesses on a global scale. Proven capability to manage and leverage both direct and indirect sales models simultaneously.
Ecosystem Expertise: In-depth, practical understanding of modern cloud marketplaces, the mechanics of GSI deals, and the complexities of multi-region contracting, with specific experience in EMEA and APAC territories is highly valued.
Open Source Experience: the ideal candidate will be familiar with open source licensing models and database technologies.
This role requires local and international travel, up to 25% of the time.
Why Percona?
At Percona, we believe an open world is a better world. Our mission is to enable everyone to innovate freely, by providing the best open source database software, support, and services. We make databases and applications run better through a unique combination of expertise and open source software built with the community for you. Our technical teams are experts in MySQL, MongoDB, PostgreSQL, and MariaDB.
Percona is proud to be a remote-only and globally dispersed workforce – we have colleagues in more than 50 countries! We offer a collaborative, highly-engaged culture where your ideas are welcome and your voice is heard.
Our staff receives generous benefits including 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, and the opportunity to participate in our equity incentive plan. We also have benefits that support a healthy work/life balance such as The Percona Adventure Team, Work-from-Anywhere, FlowDays, FryDays, and overall flexibility. We also support being socially responsible through our PAVE volunteering program and Women Transforming Technology.
If you love the idea of working with a high-growth tech company that is one of the best in the business and known globally as a leader in the open-source database space, let’s talk!
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What We Do
Percona is a leader in providing best-of-breed enterprise-class support, consulting, managed services, training and software for MySQL®, MariaDB®, MongoDB®, PostgreSQL® and other open source databases in on-premises and cloud environments. With Percona's open source database expertise, your business can avoid downtime and outages, meet expected customer experience, foster operational and developer collaboration, and manage enterprise risks through sound database architecture frameworks. Our global experts are available 24x7x365 and have worked with over 3,000 clients worldwide – including the largest technology companies. Percona is the champion of unbiased open source database solutions and provides the best solution for our customers regardless of their database architecture or platform. Our software is 100% free and open source, and is a drop-in replacement for MySQL and MongoDB databases. Percona was founded in August 2006 by Peter Zaitsev and Vadim Tkachenko and now employs over 250 people (and growing!) located in almost 40 countries. Our large and diverse customer list boasts one of the highest renewal rates in the business. Our expertise is visible in our widely read Percona Database Performance blog and our book High Performance MySQL.
