Director of Cloud Partner Sales
Lovelytics
AWSAzureCloudGoogle Cloud Platform
Global Vice President, Partners and Alliances
DTEX Systems
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
AWSAzureCyber SecurityGoogle Cloud Platform
About the role
- Define Global Partner Strategy – Build and execute a global partner strategy that aligns with DTEX’s growth goals, customer base, and go-to-market priorities
- Scale Partner Ecosystem – Recruit, onboard, and manage a diverse partner portfolio, including VARs, hyperscalers (AWS, Azure, GCP), GSIs, MSSPs, and advisory firms
- Hyperscaler & Marketplace Leadership – Own DTEX’s presence in hyperscaler marketplaces (AWS Marketplace and others), driving listings, CPPO/private offers, co-sell mechanics, and joint GTM campaigns
- Partner Program Design – Establish partner tiers, certification paths, deal registration, incentive models, MDF (marketing development funds), and partner operations to scale effectively
- Partner Enablement – Develop sales/technical playbooks, training, demos, and certification programs that empower partners to position, sell, and deliver DTEX solutions independently
- Joint GTM Execution – Create joint business plans, co-marketing campaigns, and account planning processes with strategic partners to drive pipeline and bookings
- Contracting & Negotiation – Structure and negotiate partner agreements, reseller contracts, and revenue share frameworks in collaboration with Legal and Finance
- Pipeline & Revenue Accountability – Track, report, and own KPIs for partner-sourced and partner-influenced pipeline and revenue, ensuring contribution to overall company growth
- Governance & Executive Engagement – Build joint executive sponsor programs, QBRs with top partners, and partner advisory boards to strengthen strategic relationships
- Build & Lead Global Team – Recruit, manage, and scale a global partner and alliances team responsible for regional coverage, partner success, and operational excellence
Requirements
- 12–15+ years of experience in enterprise software/SaaS, with 7–10+ years leading global partner, channel, or alliances organizations
- Proven success building and scaling partner ecosystems across VARs, hyperscalers, GSIs, and advisory/consulting firms in high-growth SaaS or cybersecurity companies
- Direct experience with hyperscaler co-sell and marketplaces (AWS, Azure, GCP), including marketplace listings, CPPO/private offers, and seller enablement programs
- Strong expertise in partner program design: onboarding, certification, partner operations, deal registration, and PRM systems
- Track record of delivering measurable partner-sourced and influenced pipeline and bookings
- Deep experience negotiating complex reseller, GSI, or alliance agreements with global scope
- Demonstrated ability to collaborate across functions (Sales, Marketing, Product, Legal, Finance) and influence executive leadership
- Strong executive presence with the ability to represent DTEX to senior partner stakeholders and industry events
- Global leadership experience managing partner/alliance managers, partner marketing, and technical enablement resources
- Bachelor’s degree required; MBA or advanced degree preferred
Benefits
- Competitive compensation
- equity participation
- health and wellness benefits
- generous time-off policies
- Flexibility – Work in a hybrid or remote environment that balances collaboration with autonomy
- Growth & Development – opportunities for continuous professional development and advancement
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
partner strategypartner ecosystem managementpartner program designsales playbookstechnical playbookscontract negotiationpipeline managementKPI trackingreseller agreementsGSI agreements
Soft skills
leadershipcollaborationinfluenceexecutive presencerelationship buildingstrategic thinkingcommunicationteam managementnegotiationaccount planning
Certifications
Bachelor's degreeMBAadvanced degree
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