Director, Partnerships – AWS
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Job Description
Director of Partnerships managing AWS strategy for ClickHouse, a cloud data infrastructure company. Focused on strategic alignment and revenue growth through partnership initiatives.
Responsibilities:
- Lead ClickHouse’s global alliance strategy with AWS, managing senior executive and field relationships across sales, engineering, and partner organizations.
- Act as the single point of accountability for all aspects of the partnerships i.e. strategic planning, joint business execution, and quarterly business reviews.
- Carry a revenue quota tied to partner-sourced and partner-influenced bookings, ensuring measurable contribution to ClickHouse’s overall growth.
- Identify, develop, and execute joint business opportunities through marketplace transactions, co-sell initiatives, funding programs, and field alignment.
- Build a repeatable rhythm with hyperscaler’s field teams to generate new opportunities and accelerate deal cycles.
- Partner with ClickHouse sales leadership to drive joint pipeline creation, deal acceleration, and revenue attainment.
Requirements:
- Seasoned Partnership Leader: 10+ years of experience in business development, strategic alliances, or channel sales at cloud services or SaaS companies.
- Hyperscaler Expertise: Proven track record managing AWS partnership, with hands-on experience driving co-sell and marketplace revenue.
- Quota-Carrying Experience: History of meeting or exceeding revenue targets tied to partner-sourced and influenced bookings.
- Commercially Savvy: Deep understanding of co-sell frameworks, partner incentives, and joint GTM motions that drive measurable growth.
- Technically Fluent: Ability to grasp and communicate enterprise software, analytics, and cloud infrastructure concepts clearly.
- Strategic + Tactical Operator: Equally comfortable defining a long term roadmap and rolling up sleeves to execute next-quarter deliverables.
- Executive Communicator: Exceptional presentation and relationship skills; can engage senior stakeholders with clarity and confidence.
- Negotiator & Influencer: Adept at structuring complex agreements, securing funding, and navigating partner matrix organizations.
- Self-Starter with Grit: Operates autonomously, overcomes obstacles, and delivers results in a fast-paced, high-growth environment.
Benefits:
- Flexible work environment - ClickHouse is a globally distributed company and remote-friendly. We currently operate in 20 countries.
- Healthcare - Employer contributions towards your healthcare.
- Equity in the company - Every new team member who joins our company receives stock options.
- Time off - Flexible time off in the US, generous entitlement in other countries.
- A $500 Home office setup if you’re a remote employee.
- Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites.
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