Director, Partner Programs & Operations

Job description

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. What You'll Be Doing 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 direc…