Head of Partnerships (Infrastructure)

Head of Partnerships Infrastructure made for AI Location: Remote in USA 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 - Share options