Head of Partnerships, Virtuozzo
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Cloud infrastructure provider
Open for applications
Cloud infrastructure provider
201-500 employees
Open for applications
Share options
201-500 employees
Company mission
To help service providers, SaaS companies, and other organisations benefit from more efficient cloud infrastructure and operations.
Role
Who you are
- Experience: 5–10 years in Channel Management or Alliances within the Cloud, IaaS, or Software-Defined Storage sectors
- Strategic Mindset: Proven ability to transition from high-level strategic planning to granular execution
- Global Fluency: Experience working with diverse partner types across different regions (Americas, EMEA, APJ)
- Communication: Exceptional negotiation and presentation skills; ability to influence C-level stakeholders at partner organizations
- Technical Literacy: A solid understanding of virtualization technologies, hyperconverged infrastructure (HCI), and the service provider business model
What the job involves
- Reports to: VP of Sales
- Virtuozzo is looking for a high-impact global Head of Partnerships to spearhead the evolution of our global ecosystem.
- This role is dual-faceted: you will be the architect and operator of our Channel Partner Program, while simultaneously cultivating high-level Strategic Alliances with industry leaders (CSPs, MSPs, and Independent Software Vendors)
- The ideal candidate is a blend of a program builder and a relationship closer—someone who can design the "engine" of a partner program and then drive it to accelerate revenue across international markets
- Execution Structure & Incentives: Build, launch, and manage a tiered Channel Partner Program that incentivizes growth, loyalty, and technical competency
- Enablement: Create the "Partner Playbook," including onboarding kits, sales training, and co-marketing assets to ensure partners can sell the Virtuozzo value proposition effectively
- Partner Portal Management: Oversee the partner portal to streamline deal registration, lead distribution, and performance tracking
- Targeted Expansion: Identify and recruit "tier-one" strategic partners that complement Virtuozzo’s cloud and virtualization stack
- Joint Value Proposition: Develop unique "better together" stories for complex alliances, focusing on integrated solutions that solve large-scale infrastructure challenges
- Executive Alignment: Act as the primary point of contact for strategic accounts, ensuring roadmap alignment between Virtuozzo and partner leadership
- KPI Ownership: Drive partner-originated and partner-influenced revenue goals
- QBR Leadership: Conduct Quarterly Business Reviews (QBRs) with key partners to analyze pipeline health, address bottlenecks, and adjust go-to-market strategies
- Market Analysis: Monitor competitor partner programs to ensure Virtuozzo remains the most attractive and profitable choice for cloud service providers
Our take
While the benefits of moving to the cloud have never been more evident, it is often beyond the means of most businesses that do not require the hyperscaling capabilities of enterprise cloud service providers. Virtuozzo offers an alternative: hosting, cloud and infrastructure as a service which can be customised by smaller providers and sold on to businesses at a price they can afford.
Virtuozzo competes for business with cloud service providers such as Amazon Web Services, Microsoft Azure and Oracle Cloud. However, it has a competitive advantage with small-to-medium businesses (SMBs) that aren't well served by enterprise solutions due to cost and difficulty of implementation. Its CEO believes that up to a third of the market for cloud services remains untapped by hyperscaling cloud providers, which gives Virtuozzo significant room to grow.
Virtuozzo has strategically expanded its reach through a series of acquisitions and partnerships. These initiatives extend beyond the development of its product, with talent acquisition strategies and efforts to strengthen its distribution network. These measures are geared towards capitalizing on the untapped potential within the underserved SMB market.
Steph
Company Specialist at Welcome to the Jungle
Insights
2% employee growth in 12 months
Company
Company HQ
Schaffhausen, SH
Leadership
Kurt Daniel
(CEO)Prior to joining Virtuozzo in 2025, Kurt was the CEO at Axyom.Core, Titan.ium Platform, Kansys, and Ubersmith.
Sergey D.
(CTO)Prior to joining Virtuozzo in 2024, Sergey was a VP of Engineering at Acronis for nearly 5 years. He also spent 14 years at Kaspersky Lab in various Developer/Consumer Product roles.
Ivan Lukovnikov
(CPO)Prior to joining Virtuozzo in 2025, Ivan was the CTO at Smartcat. Before that, he spent 10 years at Acronis as a VP of Engineering, Cloud Services and as a Senior VP of Cyber Systems & Research. He also pent 12 years at Parallels as a Director then VP of Engineering.
Omer Maqsood
(CFO)Omer joined Virtuozzo in 2022 as a Global Financial Planning & Analysis Director, he then moved into the role of VP of FP&A & Revenue Operations before moving into the role of CFO. Previously, he spent 4 years at Entrust as the Head of FP&A, nCipher Security and as a Director of Strategic Analytics/Chief of Staff.
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