Global Partnerships & Channels Leader, Percona
+ Participate in our equity incentive plan
Scaling, security & management for OS databases
Open for applications
Scaling, security & management for OS databases
201-500 employees
Open for applications
+ Participate in our equity incentive plan
201-500 employees
Company mission
To help users get the most out of open-source technology, without inflated fees or lock-ins.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Open-source technology brings a range of benefits such as agility and cost-effectiveness. And this makes it a prime target for businesses to add to their tech roster. However, these businesses often find themselves forced into software or contracts they do not need, in order to gain access to those that they do.
Percona provides unbiased, open-source database expertise, providing access to the tools necessary for anyone to turn their ideas into a viable business. Founded in 2006 to support consumers and users in the open-source community, the company now supplies enterprise-class support, services and software for open-source databases, both in on-premises and cloud environments.
Crucially, Percona's solutions enable its clients to develop with their customers’ needs. Clients pay for the advice and expertise provided, rather than for the company to unlock critical software features. And the company continues to evolve its offerings, for example by supplying packages focussed on enabling AI-readiness for enterprises.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (1 round)
Jan 2008
$1m
GRANT
Total funding: $1m
Company 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)
Company HQ
Bull Durham, Durham, NC
Leadership
Bennie Grant
(COO)Over 15 years of professional services, support and operational delivery experience. Prior to Percona, opened US operations for Mettoni, where they held Senior Services and Operational Leadership positions.
Peter Farkas
(CEO)Co-Founder and CEO at FerretDB. Has been building sustainable open-source projects and businesses for the last two decades, including at Cloudera and Altinity.
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