Director, Partner Programs & Operations

Responsibilities

• Own the partner program definition and the annual refresh: tiering, benefits, requirements, the partner business planning cadence across cloud, ISV, and SI partners, and the MDF budget with the rebate and funding mechanics behind it.
• Design the program so it pays for the behavior we want.
• Own the operational counterpart relationships at the hyperscalers and our top-tier partners: program compliance, competencies, the funding and credits those programs make available, and the standing reviews that keep us qualified and keep the joint motion moving.
• Own how the partner business is measured.
• Set what pipeline contribution and certified delivery capacity mean, and own the reporting that shows where that capacity exists and where it is thin. Defend the numbers to sales leadership, Finance, and the partners.
• Design and own the partner systems, process, and data layer everything else runs on: the PRM, the partner data model in Salesforce, deal registration rules and SLAs, conflict resolution with direct sellers, and co-sell submission hygiene and partner-of-record accuracy. You define the requirements and the logic, and the…
• Co-own channel development with the Partners team. You own the onboarding and activation framework that carries a partner from signed to productive, and you run it directly for the long tail. The Partners team leads development for strategic partners and works from the same framework.
• Own partner enablement and readiness: certification paths, competency requirements, and the partner-facing curriculum and content library, built with the enablement and learning teams that own the platform and delivery. You own the readiness bar that determines whether an SI can implement ClickHouse well without us in…
• Own the partner-of-record and attribution side of marketplace transactions, with the commercial team owning execution.
• Develop the team and build out the capability the partner business needs next.

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