Head of Partnerships (Infrastructure)

Key Responsibilities

• Build, launch, and manage a tiered Channel Partner Program that incentivizes growth, loyalty, and technical competency.
• Create the "Partner Playbook," including onboarding kits, sales training, and co-marketing assets to ensure partners can sell the Virtuozzo value proposition effectively.
• Oversee the partner portal to streamline deal registration, lead distribution, and performance tracking.
• Identify and recruit "tier-one" strategic partners that complement Virtuozzo’s cloud and virtualization stack.
• Develop unique "better together" stories for complex alliances, focusing on integrated solutions that solve large-scale infrastructure challenges.
• Act as the primary point of contact for strategic accounts, ensuring roadmap alignment between Virtuozzo and partner leadership.
• Drive partner-originated and partner-influenced revenue goals.
• Conduct Quarterly Business Reviews (QBRs) with key partners to analyze pipeline health, address bottlenecks, and adjust go-to-market strategies.
• 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.