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. Key Responsibilities The Global Partnerships & Channels Leader will be responsible for the following core areas: 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. Position Requirements