Who you are

- 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

- 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

- Builder. You create structure where none exists and finish what you start

- Focused. You say no to partnerships that don't pay off

- Analytical. You manage partners on pipeline and bookings, not activity

- Global. You are effective across North America, India, Asia, EMEA, and LATAM

- Influential. You get commitments from peers without authority and hold them to it

- Direct. Partners and internal teams trust you to tell them where things stand

- Self-directed. You move fast in ambiguity

What the job involves

- 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

- You'll own the Channels & Alliances strategy and run it as a quarterly plan with targets

- Say no to partnerships without transparent customer need and a path to economic value

- Add, tier, and exit partners based on pipeline and bookings contribution

- 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

- 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

- 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

- 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 Success Looks Like
- Success means partners grow our capacity beyond direct sales. You will grow partner-sourced and partner-influenced bookings and partner-transacted revenue across all four categories, without a matching increase in direct sales and marketing spend. You will also stand up the partner operating foundation that makes that growth repeatable

Benefits

- Work remotely and choose the hours that suit you best

- Learning academy to encourage personal and professional growth

- Wellness counselling program and allowance to all Perconians

- Flow day dedicated to uninterrupted focus and productivity

- FryDays every quarter (a 3-day weekend to disconnect and enjoy life)

📌 Director of Global Partnerships & Channels (Canada)
🏢 Percona
📍 Canada