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. 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