Who you are

• 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 the job involves

• Reports to: VP of Sales
• Virtuozzo is looking for a high-impact Global Partnership & Strategic Alliances Manager 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
• 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
• 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
• 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