Lead design and execution of a global Channel Partner Program and strategic alliances (CSPs, MSPs, ISVs). Build partner enablement, manage partner portal, recruit tier-one partners, align exec roadmaps, drive partner-sourced revenue, run QBRs, and monitor competitive partner programs to optimize go-to-market performance.
Head of Partnerships
Location: Remote in Canada
Reports to: VP of Sales
Position Overview
Virtuozzo is looking for a high-impact global Head of Partnerships to spearhead the evolution of our global ecosystem. This role is dual-faceted: you will be the architect and operator of our Channel Partner Program, while simultaneously cultivating high-level Strategic Alliances with industry leaders (CSPs, MSPs, and Independent Software Vendors). The ideal candidate is a blend of a program builder and a relationship closer—someone who can design the "engine" of a partner program and then drive it to accelerate revenue across international markets.
Key Responsibilities
- Channel Program Design
- Execution Structure & Incentives: Build, launch, and manage a tiered Channel Partner Program that incentivizes growth, loyalty, and technical competency.
- Enablement: Create the "Partner Playbook," including onboarding kits, sales training, and co-marketing assets to ensure partners can sell the Virtuozzo value proposition effectively.
- Partner Portal Management: Oversee the partner portal to streamline deal registration, lead distribution, and performance tracking.
- Strategic Alliance Development
- Targeted Expansion: Identify and recruit "tier-one" strategic partners that complement Virtuozzo’s cloud and virtualization stack.
- Joint Value Proposition: Develop unique "better together" stories for complex alliances, focusing on integrated solutions that solve large-scale infrastructure challenges.
- Executive Alignment: Act as the primary point of contact for strategic accounts, ensuring roadmap alignment between Virtuozzo and partner leadership.
- Revenue & Performance Tracking
- KPI Ownership: Drive partner-originated and partner-influenced revenue goals.
- QBR Leadership: Conduct Quarterly Business Reviews (QBRs) with key partners to analyze pipeline health, address bottlenecks, and adjust go-to-market strategies.
- Market Analysis: Monitor competitor partner programs to ensure Virtuozzo remains the most attractive and profitable choice for cloud service providers.
Qualifications
- Experience: 5–10 years in Channel Management or Alliances within the Cloud, IaaS, or Software-Defined Storage sectors.
- Strategic Mindset: Proven ability to transition from high-level strategic planning to granular execution.
- Global Fluency: Experience working with diverse partner types across different regions (Americas, EMEA, APJ).
- Communication: Exceptional negotiation and presentation skills; ability to influence C-level stakeholders at partner organizations.
- Technical Literacy: A solid understanding of virtualization technologies, hyperconverged infrastructure (HCI), and the service provider business model.
About the Company
Virtuozzo is a leader in infrastructure system software for AI. We offer an optimized operating system, orchestration, and management to service providers, SaaS companies, and the enterprise. Virtuozzo provides mainframe-like performance, reliability, and security while dramatically lowering overall cost and complexity. We combine deep engineering expertise with a relentless focus on performance, scalability, and innovation.
What We Offer
- 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
- Book club rewards
- Share options
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