Director, Partner Programs & Operations
for each section heading.
We need to preserve all substantive info, no boilerplate like EEO, privacy, etc. Remove duplicated lines.
We need to use - for any list of duties/requirements/benefits. Use
for prose.
We need to include Pay section with compensation range.
We need to include Benefits section with perks.
We need to include About the role: maybe a paragraph summarizing.
We need to include Responsibilities: bullet list of duties.
We need to include Requirements: bullet list of required experience (10+ years, etc). Possibly also "Direct hyperscaler experience, required." etc.
Qualifications: maybe Bachelor's degree; advanced degree preferred.
Skills: maybe list of skills: partner economics fluency, SQL, systems depth, etc.
We must not invent or summarize away detail. Must preserve all substantive info.
Let's extract content.
Original posting:
"We are looking for a Director of Partner Programs & Operations to work with Partner, Sales and Operations leadership to design, build, and run the partner ecosystem at ClickHouse. The function covers four capabilities: partner programs, partner operations, channel development, and partner enablement. This is a design and build role before it is a management one. The program, the systems and data underneath it, the onboarding and readiness motions, and the way the ecosystem is measured are yours to design. Working closely with the VP, Global Partners and Alliances, and reporting to the VP, Revenue Operations, you share accountability for what the partner ecosystem produces and for what it can deliver: partner-sourced and partner-influenced pipeline, and the certified capacity to implement ClickHouse. You own the programs, standards, and measurement behind both. You will inherit a small team and grow it as the partner business does. The function runs globally, working through the regional field operations teams."
That's about the role.
Then "What You'll Be Doing" list:
- Own the partner program definition and the annual refresh: tiering, benefits, requirements, the partner business planning cadence across cloud, ISV, and SI partners, and the MDF budget with the rebate and funding mechanics behind it. Design the program so it pays for the behavior we want.
- Own the operational counterpart relationships at the hyperscalers and our top-tier partners: program compliance, competencies, the funding and credits those programs make available, and the standing reviews that keep us qualified and keep the joint motion moving.
- Own how the partner business is measured. Set what pipeline contribution and certified delivery capacity mean, and own the reporting that shows where that capacity exists and where it is thin. Defend the numbers to sales leadership, Finance, and the partners.
- Design and own the partner systems, process, and data layer everything else runs on: the PRM, the partner data model in Salesforce, deal registration rules and SLAs, conflict resolution with direct sellers, and co-sell submission hygiene and partner-of-record accuracy. You define the requirements and the logic, and the systems team builds and maintains against them.
- Co-own channel development with the Partners team. You own the onboarding and activation framework that carries a partner from signed to productive, and you run it directly for the long tail. The Partners team leads development for strategic partners and works from the same framework.
- Own partner enablement and readiness: certification paths, competency requirements, and the partner-facing curriculum and content library, built with the enablement and learning teams that own the platform and delivery. You own the readiness bar that determines whether an SI can implement ClickHouse well without us in the room.
- Own the partner-of-record and attribution side of marketplace transactions, with the commercial team owning execution.
- Develop the team and build out the capability the partner business needs next. Design how a small function supports a global partner surface, and expect to carry work yourself before it is staffed.
Then "What You Bring Along":
- 10+ years in partner operations, channel operations, alliances, or revenue operations with direct partner scope, including at least five years leading a team.
- A builder's bias. You would rather design a program than administer one, and you have taken one from early to real: you can point to the tiering, economics, and deal registration you designed or rebuilt, and what it produced. You are comfortable making the platform, process, and data model decisions the function needs, and standing up a motion from a thin starting point.
- Direct hyperscaler experience, required. You have worked AWS, GCP, or Azure partner programs from the operational side: co-sell, program tiers and competencies, marketplace mechanics, and funding.
- Experience building SI and services partner capability, not only transacting partners. You know what it takes for a partner to deliver competently on a technical product: certification that means something, real practice investment, and delivery quality you can measure rather than assume.
- Fluency with partner economics. Margin, referral fees, rebates, and MDF, and how each shows up in revenue, in the P&L, and in partner behavior.
- Owner-operator mindset. You treat partner programs and operations as a system you own end-to-end: you build it, you run it, you fix it when it breaks, and you measure it by what it produces, not by activity.
- Systems depth. Strong working knowledge of the Salesforce partner data model and a PRM platform (Impartner, Allbound, Salesforce PRM, or similar), with enough depth to specify what needs to be built rather than describe the problem.
- SQL fluency required. Comfortable building your own analysis on partner performance.
- Exposure to consumption-based or usage-based business models strongly preferred. You understand marketplace transaction mechanics, commit drawdown, and why a marketplace deal is not just a differently-papered direct deal.
- Able to partner with Legal and Finance on partner agreements, margin structure, MDF accrual and payout, and the revenue recognition implications of channel and marketplace transactions.
- Credible with partners externally and with the field internally. You can sit in a hyperscaler partner review and in a regional pipeline call, and be useful in both.
- Excellent written and verbal communication. Comfortable presenting to executives and to senior partner stakeholders.
- Bachelor's degree; advanced degree or equivalent experience preferred.
Then "Perks" list:
- Flexible work environment - ClickHouse is a globally distributed company and remote-friendly. We currently operate in over 25 countries.
- Healthcare - Employer contributions towards your healthcare.
- Equity in the company - Every new team member who joins our company receives stock options.
- Time off - Flexible time off in the US, generous entitlement in other countries.
- A USD$500 Home office setup if you’re a remote employee.
- Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites.
- Culture - We All Shape It As part of a rapidly scaling start-up, you will be instrumental in shaping our culture. Are you interested in finding out more about our culture? Learn more about our values here. Check out our blog posts or follow us on LinkedIn to find out more about what’s happening at ClickHouse.
Then "Equal Opportunity & Privacy" boilerplate to remove.
Then "Compensation Range: $230K - $275K"
Now we need to map to sections.
About the role: paragraph summarizing the role (first paragraph). Could be multiple paragraphs but we can combine.
Responsibilities: bullet list of duties from "What You'll Be Doing".
Requirements: bullet list of required experience (10+ years, 5 years leading team, direct hyperscaler experience required, SQL fluency required, etc). Also maybe "Ability to partner with Legal and Finance" etc could be skill.
Qualifications: Bachelor's degree; advanced degree or equivalent experience preferred.
Skills: list of skills like builder's bias, fluency with partner economics, owner-operator mindset, systems depth, exposure to consumption-based models, credible with partners, excellent communication, etc.
Benefits: list of perks.
Pay: compensation range.
Schedule: none.
We must not include headings with empty content.
Now produce HTML fragment.
We need to use
for each section heading.
We need to use - for any list.
We need to use
for prose.
We must not repeat job title as heading.
We must not include Job ID etc.
We must not include boilerplate.
Let's craft.
First, About the role: maybe two paragraphs? Could combine into one
with the description.
We'll put:
About the role
We are looking for a Director of Partner Programs & Operations to work with Partner, Sales and Operations leadership to design, build, and run the partner ecosystem at ClickHouse. The function covers four capabilities: partner programs, partner operations, channel development, and partner enablement. This is a design and build role before it is a management one. The program, the systems and data underneath it, the onboarding and readiness motions, and the way the ecosystem is measured are yours to design. Working closely with the VP, Global Partners and Alliances, and reporting to the VP, Revenue Operations, you share accountability for what the partner ecosystem produces and for what it can deliver: partner-sourced and partner-influenced pipeline, and the certified capacity to implement ClickHouse. You own the programs, standards, and measurement behind both. You will inherit a small team and grow it as the partner business does. The function runs globally, working through the regional field operations teams.
Now Responsibilities:
Responsibilities
- Own the partner program definition and the annual refresh: tiering, benefits, requirements, the partner business planning cadence across cloud, ISV, and SI partners, and the MDF budget with the rebate and funding mechanics behind it; design the program so it pays for the desired behavior.
- Own the operational counterpart relationships at the hyperscalers and top‑tier partners: program compliance, competencies, funding and credits, and standing reviews that keep us qualified and keep the joint motion moving.
- Own how the partner business is measured: define pipeline contribution and certified delivery capacity, own reporting that shows where capacity exists and where it is thin, and defend the numbers to sales leadership, Finance, and partners.
- Design and own the partner systems, process, and data layer: PRM, partner data model in Salesforce, deal registration rules and SLAs, conflict resolution with direct sellers, co‑sell submission hygiene, and partner‑of‑record accuracy; define requirements and logic for the systems team to build and maintain.
- Co‑own channel development with the Partners team: own the onboarding and activation framework that carries a partner from signed to productive (run directly for the long tail); the Partners team leads strategic partner development using the same framework.
- Own partner enablement and readiness: certification paths, competency requirements, partner‑facing curriculum and content library (built with enablement and learning teams); own the readiness bar that determines whether an SI can implement ClickHouse well without ClickHouse in the room.
- Own the partner‑of‑record and attribution side of marketplace transactions, with the commercial team owning execution.
- Develop the team and build out the capability the partner business needs next: design how a small function supports a global partner surface and expect to carry work yourself before it is staffed.
Now Requirements:
We need to capture required experience: 10+ years in partner operations, channel operations, alliances, or revenue operations with direct partner scope, including at least five years leading a team. Direct hyperscaler experience required. SQL fluency required. Also maybe "Ability to partner with Legal and Finance" could be skill but we can include in
for prose. We need to include Pay section with compensation range. We need to include Benefits section with perks. We need to include About the role: maybe a paragraph summarizing. We need to include Responsibilities: bullet list of duties. We need to include Requirements: bullet list of required experience (10+ years, etc). Possibly also "Direct hyperscaler experience, required." etc. Qualifications: maybe Bachelor's degree; advanced degree preferred. Skills: maybe list of skills: partner economics fluency, SQL, systems depth, etc. We must not invent or summarize away detail. Must preserve all substantive info. Let's extract content. Original posting: "We are looking for a Director of Partner Programs & Operations to work with Partner, Sales and Operations leadership to design, build, and run the partner ecosystem at ClickHouse. The function covers four capabilities: partner programs, partner operations, channel development, and partner enablement. This is a design and build role before it is a management one. The program, the systems and data underneath it, the onboarding and readiness motions, and the way the ecosystem is measured are yours to design. Working closely with the VP, Global Partners and Alliances, and reporting to the VP, Revenue Operations, you share accountability for what the partner ecosystem produces and for what it can deliver: partner-sourced and partner-influenced pipeline, and the certified capacity to implement ClickHouse. You own the programs, standards, and measurement behind both. You will inherit a small team and grow it as the partner business does. The function runs globally, working through the regional field operations teams." That's about the role. Then "What You'll Be Doing" list: - Own the partner program definition and the annual refresh: tiering, benefits, requirements, the partner business planning cadence across cloud, ISV, and SI partners, and the MDF budget with the rebate and funding mechanics behind it. Design the program so it pays for the behavior we want. - Own the operational counterpart relationships at the hyperscalers and our top-tier partners: program compliance, competencies, the funding and credits those programs make available, and the standing reviews that keep us qualified and keep the joint motion moving. - Own how the partner business is measured. Set what pipeline contribution and certified delivery capacity mean, and own the reporting that shows where that capacity exists and where it is thin. Defend the numbers to sales leadership, Finance, and the partners. - Design and own the partner systems, process, and data layer everything else runs on: the PRM, the partner data model in Salesforce, deal registration rules and SLAs, conflict resolution with direct sellers, and co-sell submission hygiene and partner-of-record accuracy. You define the requirements and the logic, and the systems team builds and maintains against them. - Co-own channel development with the Partners team. You own the onboarding and activation framework that carries a partner from signed to productive, and you run it directly for the long tail. The Partners team leads development for strategic partners and works from the same framework. - Own partner enablement and readiness: certification paths, competency requirements, and the partner-facing curriculum and content library, built with the enablement and learning teams that own the platform and delivery. You own the readiness bar that determines whether an SI can implement ClickHouse well without us in the room. - Own the partner-of-record and attribution side of marketplace transactions, with the commercial team owning execution. - Develop the team and build out the capability the partner business needs next. Design how a small function supports a global partner surface, and expect to carry work yourself before it is staffed. Then "What You Bring Along": - 10+ years in partner operations, channel operations, alliances, or revenue operations with direct partner scope, including at least five years leading a team. - A builder's bias. You would rather design a program than administer one, and you have taken one from early to real: you can point to the tiering, economics, and deal registration you designed or rebuilt, and what it produced. You are comfortable making the platform, process, and data model decisions the function needs, and standing up a motion from a thin starting point. - Direct hyperscaler experience, required. You have worked AWS, GCP, or Azure partner programs from the operational side: co-sell, program tiers and competencies, marketplace mechanics, and funding. - Experience building SI and services partner capability, not only transacting partners. You know what it takes for a partner to deliver competently on a technical product: certification that means something, real practice investment, and delivery quality you can measure rather than assume. - Fluency with partner economics. Margin, referral fees, rebates, and MDF, and how each shows up in revenue, in the P&L, and in partner behavior. - Owner-operator mindset. You treat partner programs and operations as a system you own end-to-end: you build it, you run it, you fix it when it breaks, and you measure it by what it produces, not by activity. - Systems depth. Strong working knowledge of the Salesforce partner data model and a PRM platform (Impartner, Allbound, Salesforce PRM, or similar), with enough depth to specify what needs to be built rather than describe the problem. - SQL fluency required. Comfortable building your own analysis on partner performance. - Exposure to consumption-based or usage-based business models strongly preferred. You understand marketplace transaction mechanics, commit drawdown, and why a marketplace deal is not just a differently-papered direct deal. - Able to partner with Legal and Finance on partner agreements, margin structure, MDF accrual and payout, and the revenue recognition implications of channel and marketplace transactions. - Credible with partners externally and with the field internally. You can sit in a hyperscaler partner review and in a regional pipeline call, and be useful in both. - Excellent written and verbal communication. Comfortable presenting to executives and to senior partner stakeholders. - Bachelor's degree; advanced degree or equivalent experience preferred. Then "Perks" list: - Flexible work environment - ClickHouse is a globally distributed company and remote-friendly. We currently operate in over 25 countries. - Healthcare - Employer contributions towards your healthcare. - Equity in the company - Every new team member who joins our company receives stock options. - Time off - Flexible time off in the US, generous entitlement in other countries. - A USD$500 Home office setup if you’re a remote employee. - Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites. - Culture - We All Shape It As part of a rapidly scaling start-up, you will be instrumental in shaping our culture. Are you interested in finding out more about our culture? Learn more about our values here. Check out our blog posts or follow us on LinkedIn to find out more about what’s happening at ClickHouse. Then "Equal Opportunity & Privacy" boilerplate to remove. Then "Compensation Range: $230K - $275K" Now we need to map to sections. About the role: paragraph summarizing the role (first paragraph). Could be multiple paragraphs but we can combine. Responsibilities: bullet list of duties from "What You'll Be Doing". Requirements: bullet list of required experience (10+ years, 5 years leading team, direct hyperscaler experience required, SQL fluency required, etc). Also maybe "Ability to partner with Legal and Finance" etc could be skill. Qualifications: Bachelor's degree; advanced degree or equivalent experience preferred. Skills: list of skills like builder's bias, fluency with partner economics, owner-operator mindset, systems depth, exposure to consumption-based models, credible with partners, excellent communication, etc. Benefits: list of perks. Pay: compensation range. Schedule: none. We must not include headings with empty content. Now produce HTML fragment. We need to use
for each section heading.
We need to use - for any list.
We need to use
for prose.
We must not repeat job title as heading.
We must not include Job ID etc.
We must not include boilerplate.
Let's craft.
First, About the role: maybe two paragraphs? Could combine into one
with the description.
We'll put:
About the role
We are looking for a Director of Partner Programs & Operations to work with Partner, Sales and Operations leadership to design, build, and run the partner ecosystem at ClickHouse. The function covers four capabilities: partner programs, partner operations, channel development, and partner enablement. This is a design and build role before it is a management one. The program, the systems and data underneath it, the onboarding and readiness motions, and the way the ecosystem is measured are yours to design. Working closely with the VP, Global Partners and Alliances, and reporting to the VP, Revenue Operations, you share accountability for what the partner ecosystem produces and for what it can deliver: partner-sourced and partner-influenced pipeline, and the certified capacity to implement ClickHouse. You own the programs, standards, and measurement behind both. You will inherit a small team and grow it as the partner business does. The function runs globally, working through the regional field operations teams.
Now Responsibilities:
Responsibilities
- Own the partner program definition and the annual refresh: tiering, benefits, requirements, the partner business planning cadence across cloud, ISV, and SI partners, and the MDF budget with the rebate and funding mechanics behind it; design the program so it pays for the desired behavior.
- Own the operational counterpart relationships at the hyperscalers and top‑tier partners: program compliance, competencies, funding and credits, and standing reviews that keep us qualified and keep the joint motion moving.
- Own how the partner business is measured: define pipeline contribution and certified delivery capacity, own reporting that shows where capacity exists and where it is thin, and defend the numbers to sales leadership, Finance, and partners.
- Design and own the partner systems, process, and data layer: PRM, partner data model in Salesforce, deal registration rules and SLAs, conflict resolution with direct sellers, co‑sell submission hygiene, and partner‑of‑record accuracy; define requirements and logic for the systems team to build and maintain.
- Co‑own channel development with the Partners team: own the onboarding and activation framework that carries a partner from signed to productive (run directly for the long tail); the Partners team leads strategic partner development using the same framework.
- Own partner enablement and readiness: certification paths, competency requirements, partner‑facing curriculum and content library (built with enablement and learning teams); own the readiness bar that determines whether an SI can implement ClickHouse well without ClickHouse in the room.
- Own the partner‑of‑record and attribution side of marketplace transactions, with the commercial team owning execution.
- Develop the team and build out the capability the partner business needs next: design how a small function supports a global partner surface and expect to carry work yourself before it is staffed.
Now Requirements:
We need to capture required experience: 10+ years in partner operations, channel operations, alliances, or revenue operations with direct partner scope, including at least five years leading a team. Direct hyperscaler experience required. SQL fluency required. Also maybe "Ability to partner with Legal and Finance" could be skill but we can include in
for prose. We must not repeat job title as heading. We must not include Job ID etc. We must not include boilerplate. Let's craft. First, About the role: maybe two paragraphs? Could combine into one
with the description. We'll put:
About the role
We are looking for a Director of Partner Programs & Operations to work with Partner, Sales and Operations leadership to design, build, and run the partner ecosystem at ClickHouse. The function covers four capabilities: partner programs, partner operations, channel development, and partner enablement. This is a design and build role before it is a management one. The program, the systems and data underneath it, the onboarding and readiness motions, and the way the ecosystem is measured are yours to design. Working closely with the VP, Global Partners and Alliances, and reporting to the VP, Revenue Operations, you share accountability for what the partner ecosystem produces and for what it can deliver: partner-sourced and partner-influenced pipeline, and the certified capacity to implement ClickHouse. You own the programs, standards, and measurement behind both. You will inherit a small team and grow it as the partner business does. The function runs globally, working through the regional field operations teams.
Now Responsibilities:Responsibilities
- Own the partner program definition and the annual refresh: tiering, benefits, requirements, the partner business planning cadence across cloud, ISV, and SI partners, and the MDF budget with the rebate and funding mechanics behind it; design the program so it pays for the desired behavior.
- Own the operational counterpart relationships at the hyperscalers and top‑tier partners: program compliance, competencies, funding and credits, and standing reviews that keep us qualified and keep the joint motion moving.
- Own how the partner business is measured: define pipeline contribution and certified delivery capacity, own reporting that shows where capacity exists and where it is thin, and defend the numbers to sales leadership, Finance, and partners.
- Design and own the partner systems, process, and data layer: PRM, partner data model in Salesforce, deal registration rules and SLAs, conflict resolution with direct sellers, co‑sell submission hygiene, and partner‑of‑record accuracy; define requirements and logic for the systems team to build and maintain.
- Co‑own channel development with the Partners team: own the onboarding and activation framework that carries a partner from signed to productive (run directly for the long tail); the Partners team leads strategic partner development using the same framework.
- Own partner enablement and readiness: certification paths, competency requirements, partner‑facing curriculum and content library (built with enablement and learning teams); own the readiness bar that determines whether an SI can implement ClickHouse well without ClickHouse in the room.
- Own the partner‑of‑record and attribution side of marketplace transactions, with the commercial team owning execution.
- Develop the team and build out the capability the partner business needs next: design how a small function supports a global partner surface and expect to carry work yourself before it is staffed.