Do you ever wonder what happens inside the cloud?

DigitalOcean (NYSE: DOCN) simplifies cloud computing so builders can spend more time creating software that changes the world. With our mission-critical infrastructure and fully managed offerings, DigitalOcean enables startups and small and medium-sized businesses (SMBs) to rapidly deploy and scale modern applications. As a remote-first organization, our employees, like our customers, are based around the world.

We are looking for a Director of Channel Partnerships who can build, facilitate and drive new partner acquisition to support our global revenue goals. Reporting to the Chief Operating Officer, the individual in this role will be responsible for the P&L from the partner program while also leading an international team, focused on accelerating growth via partners. You will set the strategy and priorities for the team, ensuring the strategy is aligned with marketing, sales & finance leadership. 

You will also partner with DO’s Product, Marketing and Corporate Development teams, supporting the inorganic (acquisition and partnership) strategy and roadmap for DO.

The candidate should be a seasoned Channel & Alliances professional with direct experience working in the Cloud industry, specifically IaaS, PaaS or SaaS. Key responsibilities will include identifying appropriate partners to target, driving the necessary business and technical relationships and establishing new business in those accounts. 

If you are a high performing business development leader looking to make a big impact on a rapidly growing Partnerships & Sales team, we look forward to speaking with you. 

What You'll Be Doing:

  • Working across product, marketing, sales and local regional leadership to define partnership strategy and priorities
  • Structure, negotiate and close strategic partnerships agreements
  • Prospect organizations who fit DO’s partner profile, identify decision makers, build a partner pipeline and generate strong interest for DO’s infrastructure
  • Leading and managing a team of partner management professionals to ensure partnerships are executed, set-up for success and managed on an on-going basis
  • Working with product, engineering and marketing teams to secure resources and prioritization for partner success. Partnering with finance, customer support, legal and analytics teams to enable partnership execution
  • Establishing key KPIs and success measures for the partnerships team; based on a clear strategy and business model. Tracking progress against the partnerships teams goals and hitting critical targets
  • Identifying and growing talent on your team to continually raise the talent bar at DO
  • Bringing a high-energy, positive mindset every day which embodies the DigitalOcean principles

What You’ll Add to DigitalOcean:

  • Proven track record of achieving measurable goals in a partner development/sales environment
  • Strong network/relationships and ability to build strategic relationships
  • Excellent written and oral presentation and communication skills and ability to communicate effectively at all levels including with top Corporate Executives
  • Well-developed skills in strategic and quantitative analysis, project management, and negotiation 
  • Ability to work independently to identify, evaluate, generate new business opportunities, and drive them to closure
  • Detail-oriented and extremely organized with an ability to multi-task & prioritize tasks
  • Previous experience in IaaS or PaaS is a plus
  • Demonstrated ability to work cross-functionally, be self-motivated, manage teams and supervise outside professionals
  • Strong interpersonal skills, including the ability to lead via influence. Open and highly collaborative, ability to partner well with multiple cross-functional teams
  • Success leading and developing high performing teams
  • Be curious and ask questions

Why You’ll Like Working for DigitalOcean:

  • We are proud to work here. You’ll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud computing so builders can spend more time creating software that changes the world. As a member of the team, you will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions. 
  • We prioritize career development. At DO, you’ll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education. All employees have access to LinkedIn Learning's 10,000+ courses to support their continued growth and development.
  • We care about your well-being. Regardless of your location, we will provide you with a competitive array of benefits to support your overall well-being, from one-time work from home stipend to wellness allowance to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences.
  • We reward our employees. The salary range for this position is between $228,000 - $290,000 based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program. 
  • We value diversity and inclusion. We are an equal-opportunity employer, and recognize that diversity of thought and background builds stronger teams and products to serve our customers. We approach diversity and inclusion seriously and thoughtfully. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.

*This is a remote role

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