Vice President, Partnerships

| New York City, NY | Remote
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Do you ever wonder what happens inside the cloud?

Headquartered in New York but based around the world, DigitalOcean is a dynamic, high-growth technology company that serves a robust and passionate community of developers around the world. Our mission is to simplify cloud computing for every developer. We are working on solving some of the most challenging and interesting technology projects around, on a scale unmatched by most.

We want people who are passionate about helping our customers and partners realize the benefits of DigitalOcean’s cloud infrastructure

We are looking for a VP of Partnerships who can build, facilitate and drive new partner acquisition to support our global revenue goals. Reporting to the Chief Operating Officer, the individual in this role will be responsible for the P&L from the partner program while also leading an international team, focused on accelerating growth via partners. You will set the strategy and priorities for the team, ensuring the strategy is aligned with marketing, sales & finance leadership. 

You will also partner with DO’s Product, Marketing and Corporate Development teams, supporting the inorganic (acquisition and partnership) strategy and roadmap for DO.

The candidate should be a seasoned Channel & Alliances professional with direct experience working in the Cloud industry, specifically IaaS, PaaS or SaaS. Key responsibilities will include identifying appropriate partners to target, driving the necessary business and technical relationships and establishing new business in those accounts. 

If you are a high performing business development leader looking to make a big impact on a rapidly growing Partnerships & Sales team, we look forward to speaking with you. 

What You'll Be Doing:
  • Working across product, marketing, sales and local regional leadership to define partnership strategy and priorities
  • Structure, negotiate and close strategic partnerships agreements
  • Prospect organizations who fit DO’s partner profile, identify decision makers, build a partner pipeline and generate strong interest for DO’s infrastructure
  • Leading and managing a team of partner management professionals to ensure partnerships are executed, set-up for success and managed on an on-going basis
  • Working with product, engineering and marketing teams to secure resources and prioritization for partner success. Partnering with finance, customer support, legal and analytics teams to enable partnership execution
  • Establishing key KPIs and success measures for the partnerships team; based on a clear strategy and business model. Tracking progress against the partnerships teams goals and hitting critical targets
  • Identifying and growing talent on your team to continually raise the talent bar at DO
  • Bringing a high-energy, positive mindset every day which embodies the DigitalOcean principles
What You’ll Add to DigitalOcean:
  • Proven track record of achieving measurable goals in a partner development/sales environment
  • Strong network/relationships and ability to build strategic relationships
  • Excellent written and oral presentation and communication skills and ability to communicate effectively at all levels including with top Corporate Executives
  • Well-developed skills in strategic and quantitative analysis, project management, and negotiation 
  • Ability to work independently to identify, evaluate, generate new business opportunities, and drive them to closure
  • Detail-oriented and extremely organized with an ability to multi-task & prioritize tasks
  • Previous experience in IaaS or PaaS is a plus
  • Demonstrated ability to work cross-functionally, be self-motivated, manage teams and supervise outside professionals
  • Strong interpersonal skills, including the ability to lead via influence. Open and highly collaborative, ability to partner well with multiple cross-functional teams
  • Success leading and developing high performing teams
  • Be curious and ask questions
Why You’ll Like Working for DigitalOcean:
  • We value development. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that is always challenging ourselves to continuously grow. We maintain a growth mindset in everything we do and invest deeply in employee development through formalized mentorship, LinkedIn Learning tracks, and other internal programs. We also provide all employees with reimbursement for relevant conferences, training, and education.
  • We care about your physical, financial and mental well-being. We offer competitive health, dental, and vision benefits for employees and their dependents, a monthly gym stipend to support your physical health, and a commute or internet allowance to make your trips to your office or your desk easier. We offer generous parental leave with transition time built-in upon return to work. We offer competitive compensation and a 401k plan with up to a 4% employer match. 
  • We support our remote employee experience. While we have great office spaces in NYC and Cambridge, we’re very distributed—we use a number of communication tools to connect across the company—and all remote employees have the opportunity to visit our offices and meet their teams face-to-face at team offsites. We also have an annual company offsite, Shark Week, to get quality in-person time with the entire company at least once a year. We also allow employees to outfit their workstations to meet their needs—whether remote or in office.
  • We value diversity and inclusivity. We are an equal opportunity employer and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

For all CO residents, please click here  

Department: DOSO

Want to learn more about our GTM team? Click here!

Want an inside look into life at DO? Click here to hear from our employees!

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Technology we use

  • Engineering
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An Insider's view of DigitalOcean

What are some social events your company does?

We host an annual Shark Week where the entire company comes together for a week of learning, team time, opportunities to network cross-functionally, social activities, and more. We also host internal Hackathons (or Shark-a-hacks, as we call them) twice a year along with an annual Shark Day!

Olivia

Senior Manager, People Operations & Analytics

What projects are you most excited about?

I'm really excited about our Managed Databases and App Platform offerings. Getting started on a new project can be hard, let alone the overhead of setting up infrastructure. With our App Platform and Managed Databases, developers can focus their attention on writing code.

Greg

Engineer II

What makes someone successful on your team?

Success on my team is fueled by my team’s mutual respect and trust. My team has given me all of the necessary tools needed to get the job done and I am trusted to contribute to company projects that will transform the business. It is invaluable to be surrounded by a team that is just as committed to my success as I am!

Melonie

People Operations Associate

What is your vision for the company?

DO is in a unique position as the entry point to the internet for 500,000 customers today, and with the potential to reach many millions more over time. We have an incredible opportunity to help the world's developers and entrepreneurs test their ideas, build their business and realize their dreams.

Yancey

CEO

What unique initiatives do you have that encourage innovation?

DigitalOcean sources meetups, conferences, projects, non-profit organizations, student-run hackathons, and individual developers who create useful content. The ethos here is community driven, and based on love, so we go out of our way to support developers and entrepreneurs who are creating meaningful technologies and businesses.

Daniel

Senior Developer Relations Manager

What are DigitalOcean Perks + Benefits

DigitalOcean Benefits Overview

DigitalOcean benefits offerings vary by region. You can expect to enjoy things like:
- Full Health Coverage: Fully paid health benefits for all our employees.
- Commuter Benefits: Local employees receive a monthly metrocard or equivalent reimbursement for remotees
- 401k Plan: It's never too early to start saving. DigitalOcean matches up to 4% of every employee's salary
- Education Support: All employees receive reimbursement for conferences, training or education
- Fitness Reimbursement: Up to $100 per month to support your physical health
- Custom Workstations: Mac? PC? Linux? We’ll hook up your rig with your preferred equipment
- Free Meals In-Office Every Day: Food tastes better when you’re eating together
- Flexible Vacation Time: Take the time you need to live a balanced and fulfilling personal life
- Headphones: Up to $100 for headphones of your choosing
- Teambuilding & Social Events: Hackathons, Shark Week (our annual company retreat), team offsites, anniversary parties and more

Culture
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Highly diverse management team
Mean gender pay gap below 10%
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
DigitalOcean's team fitness initiatives include In-office yoga.
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
DigitalOcean gives employees unlimited PTO
Paid Holidays
Paid Sick Days
Employees receive unlimited days of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Our NYC office provides free catered breakfast and lunch Mondays through Fridays
Game Room
Stocked Kitchen
Happy Hours
Happy hours are hosted once per week in the warmer months.
Relocation Assistance
Fitness Subsidies
DigitalOcean reimburses its employees up to $100 per month for fitness services and activities
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Lunch and learns
DigitalOcean hosts lunch and learn meetings weekly.
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Customized development tracks
Paid industry certifications
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