Partner Solutions Lead
About Ditto
Ditto is redefining how data moves at the edge. Our mission is to make it seamless for developers to build resilient, real-time applications, regardless of network conditions. Whether you're in a stadium, airplane, or remote military base, Ditto's peer-to-peer sync engine ensures devices stay connected and data stays consistent, even without internet.
Responsibilities
Own Ditto's partner motion as a force multiplier for commercial and public-sector revenue.
Sustain and grow an active portfolio of strategic partners (MongoDB, Zebra, AWS, Apple, LaunchDarkly, Oracle, Palantir, Carahsoft, and others) while building the FY27 partnership plan from the ground up: targets, named-partner waterfall, comp structure, program design, and operating cadence.
Evaluate partner technical fit independently, drive AWS APN Foundational Technical Review work, design joint reference architectures, and lead partner architecture conversations without needing an SA in the room.
Own partnership program operations: agreement templates, partner tiers, deal registration, attribution framework, and the partner tooling stack (Crossbeam, Clazar, HubSpot).
Work cross-functionally with Commercial Sales, Public Sector, Marketing, Engineering, Product, and RevOps to position partnerships as a force multiplier across the company.
Requirements
Technical fluency to independently evaluate partner technical fit, read partner documentation (APIs, connectors, integration specs, reference architectures), and hold partner architecture conversations without technical help.
Strategic conviction with a blank-page mindset: you can build a partner plan from scratch and defend it under pressure, not just execute one that exists.
Cross-functional execution: a track record of driving alignment across Sales, Product, Finance, Marketing, and Engineering on a specific initiative.
Operating discipline: comfort running solo through a function rebuild for your first quarter without the team or process to lean on.
Commercial structuring exposure: experience designing or operating revenue share, marketplace mechanics, deal registration, embedded contracts, or pricing schemes spanning multiple parties.
Strong written and verbal communication, with the ability to translate fluidly between technical and commercial audiences.
Willingness to travel for partner engagements (AWS reInvent, MongoDB .Local, Zebra SKO, partner off sites, quarterly cadence in Atlanta regardless of home hub).
Qualifications
Based in one of Ditto's designated key talent hubs: San Francisco, Seattle, Austin, or Atlanta.
Skills
Technical fluency
Strategic conviction
Cross-functional execution
Operating discipline
Commercial structuring exposure
Strong written and verbal communication
Willingness to travel
Benefits
Competitive salaries and meaningful equity.
Health, dental, vision, life, and disability insurance.
Flexible spending accounts.
Reasonable accommodations for qualified individuals with disabilities and disabled veterans.
Pay
Competitive salary and equity compensation.
Schedule
Remote work with occasional travel to key talent hubs.