Head of Partnerships – Infrastructure
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Job Description
Global Head of Partnerships at Virtuozzo, leading channel programs and strategic alliances. Driving revenue growth through partner ecosystem evolution in the cloud infrastructure domain.
Responsibilities:
- Spearhead the evolution of Virtuozzo’s global ecosystem as Head of Partnerships.
- Build, launch, and manage a tiered Channel Partner Program that incentivizes growth, loyalty, and technical competency.
- Create the 'Partner Playbook,' including onboarding kits, sales training, and co-marketing assets.
- Oversee the partner portal to streamline deal registration, lead distribution, and performance tracking.
- Identify and recruit 'tier-one' strategic partners that complement Virtuozzo’s cloud and virtualization stack.
- Develop unique 'better together' stories for complex alliances.
- Act as the primary point of contact for strategic accounts, ensuring roadmap alignment between Virtuozzo and partner leadership.
- Drive partner-originated and partner-influenced revenue goals.
- Conduct Quarterly Business Reviews (QBRs) with key partners to analyze pipeline health.
- Monitor competitor partner programs to ensure Virtuozzo remains the most attractive choice for cloud service providers.
Requirements:
- 5–10 years in Channel Management or Alliances within the Cloud, IaaS, or Software-Defined Storage sectors.
- Proven ability to transition from high-level strategic planning to granular execution.
- Experience working with diverse partner types across different regions (Americas, EMEA, APJ).
- Exceptional negotiation and presentation skills; ability to influence C-level stakeholders at partner organizations.
- A solid understanding of virtualization technologies, hyperconverged infrastructure (HCI), and the service provider business model.
Benefits:
- The opportunity to work at the intersection of deep engineering and customer success.
- A role where your technical expertise directly shapes competitive positioning in the market.
- Remote-first culture with flexible working hours.
- Professional development opportunities (certifications, training, conferences).
- Employee recognition programs and incentives.
- Referral program bonuses.
- Share options.
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