--- title: 'Director, Global Partnerships & Channels at Percona' canonical: 'https://feeny.ai/job/director-global-partnerships-channels-percona-americas-k8rg95nfmzwt' type: 'job' last_seen: '2026-10-15' --- # Director, Global Partnerships & Channels at Percona - **Company:** Percona - **Location:** Americas - **Employment:** full-time - **Posted:** 2026-10-13 - **Last confirmed live:** 2026-10-15 - **Apply:** https://jobs.ashbyhq.com/percona/6baef2e6-cad5-4327-8d88-c73d479c1f81 ## Job description 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. ## What You Will Do Strategy and Portfolio - Own the Channels & Alliances strategy and run it as a quarterly plan with targets. - Say no to partnerships without clear customer need and a path to economic value - Add, tier, and exit partners based on pipeline and bookings contribution Hyperscalers - 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 VARs and SIs Regional Expansion - 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 Partner Operating Foundation - 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 Cross-Functional Leadership - 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 You Have Done - 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 ## Preferred - 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 Personal Attributes - 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 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. 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! Connect with us and stay up to date on our latest news and developments by following us on [LinkedIn](https://www.linkedin.com/search/results/all/?fetchDeterministicClustersOnly=true&heroEntityKey=urn:li:organization:421929&keywords=percona&origin=RICH_QUERY_TYPEAHEAD_HISTORY&position=0&searchId=29912b91-aeb0-4aa6-b3ab-fc70c59fa57f&sid=u0N) and [Twitter](https://twitter.com/Percona?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor). We look forward to connecting with you! ## About Percona ## Company Overview - **One-liner**: Percona builds enterprise-grade open source database software and provides expert support, managed services, and training for MySQL, PostgreSQL, MongoDB, Valkey/Redis, and MariaDB, with a focus on freedom from vendor lock-in. - **Entity Type**: Private (Bootstrapped) - **Headquarters**: Global (Remote-first); no single physical office disclosed in sources - **Founded**: 2006 - **Founders**: Peter Zaitsev and Vadim Tkachenko ## Core Business - **Primary industry**: Database software and services (open source infrastructure) - **Target customers**: B2B – Enterprises and SMBs running database workloads on-premises, in the cloud, or on Kubernetes - **Mission / Purpose**: “We believe in open source. Full stop.” – Defending open source since 2006, building software that’s free from lock-in, licensing traps, and vendor agendas. ## Products & Services - **Percona Server for MySQL**: Enterprise-grade, drop-in replacement for MySQL with enhanced performance, security, and observability. - **Percona Distribution for PostgreSQL**: Open source PostgreSQL distribution with bundled extensions, tools, and Kubernetes Operator. - **Percona Distribution for MongoDB**: Production-ready MongoDB distribution with advanced management and backup tools. - **Percona for Valkey / Redis**: Support and tooling for Valkey and Redis, including Kubernetes Operators and performance tuning. - **Expert Support**: 24×7 incident response, troubleshooting, and advisory for all supported databases. - **ExpertOps Proactive Database Management**: Hands-on, proactive management to keep environments stable, tuned, and monitored. - **Managed Services**: Project-based consulting, architecture changes, and deep technical problem solving. - **Training**: Instructor-led, hands-on training for MySQL, PostgreSQL, MongoDB, and Valkey/Redis. - **Percona Monitoring and Management (PMM)**: Free, open source database observability platform (PMM 3.0.0 released in 2025). - **Percona Toolkit & XtraBackup**: Command-line tool sets and backup solutions for MySQL/MariaDB. - **Kubernetes Operators**: Certified Kubernetes Services Provider for MySQL, PostgreSQL, and MongoDB. ## Market Standing - **Valuation / Market Cap**: Not publicly available (private company) - **Key Metric**: 4.2 million+ downloads per month; 350 teammates across 52 countries - **Notable Investors / Partners**: None disclosed (bootstrapped) - **Growth Signals**: - Launched Valkey packages and support in 2025 - Released PG_TDE Extension and PMM 3.0.0 - Named a Kubernetes Certified Services Provider for MySQL, PostgreSQL, and MongoDB - 2024 Inc. Best Workplaces award winner - High employee satisfaction: 92% approve of CEO, 93% job satisfaction, 85% would recommend to a friend (from careers page) ## Competitive Advantages - **Vendor‑neutral, open source commitment**: No lock‑in, no bloated licensing fees – full control remains with the customer. - **Multi‑database expertise**: Deep support across MySQL, PostgreSQL, MongoDB, Valkey/Redis, and MariaDB. - **Engineering‑led culture**: Actively contributes code and tooling upstream; runs Percona Live community events. - **Remote‑first since 2006**: Mature distributed work model with proven global talent acquisition. - **Kubernetes native**: Certified Kubernetes Service Provider, enabling consistent deployment across on‑prem, hybrid, and multi‑cloud. ## Strategic Focus - **Modernize for AI & analytics**: Help customers handle emerging workloads without replatforming or feature lock‑in. - **Security & sovereignty**: Deliver transparent, verifiable database security that keeps data control and compliance in customer hands. - **Cost optimization**: Cut licensing waste and cloud overprovisioning through open source alternatives. - **Expand Valkey ecosystem**: Invest in Valkey as the open source fork of Redis, providing packages, operators, and support. - **Continuous innovation**: Release new features like PMM 3.0, PG_TDE, and Kubernetes Operators to stay ahead of enterprise needs. ## Why Work Here - **Remote‑only culture**: Fully remote since 2006; flexible hours and no geography constraint. - **Work‑life balance perks**: “FryDays” (quarterly 3‑day weekends), “Flow Day” (uninterrupted focus time), and a wellness allowance and counseling program. - **Learning & growth**: Dedicated Learning Academy; strong investment in personal and professional development. - **Values‑driven environment**: “Customer > Percona > Team > Me”, “Find a Better Way”, “Get Stuff Done” – results‑oriented with high autonomy. - **Great place to work**: 2024 Inc. Best Workplaces winner; 92% CEO approval, 93% job satisfaction, 93% positive view of colleagues. - **Diverse, global team**: Teammates in 52 countries; inclusive hiring across technical and non‑technical backgrounds. ## Sources 1. [percona.com/about](https://www.percona.com/about/) 2. [percona.com](https://www.percona.com/) 3. [percona.com/careers](https://www.percona.com/careers/) 4. [percona.com/resource/percona-overview](https://www.percona.com/resource/percona-overview/) 5. 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