Head of Partnerships (Infrastructure)

Virtuozzo is looking for a high-impact global Head of Partnerships to spearhead the evolution of our global ecosystem. This role is dual-faceted: you will be the architect and operator of our Channel Partner Program, while simultaneously cultivating high-level Strategic Alliances with industry leaders (CSPs, MSPs, and Independent Software Vendors). The ideal candidate is a blend of a program builder and a relationship closer-someone who can design the “engine” of a partner program and then drive it to accelerate revenue across international markets., * Channel Program Design

• Execution Structure & Incentives: Build, launch, and manage a tiered Channel Partner Program that incentivizes growth, loyalty, and technical competency.
• Enablement: Create the “Partner Playbook,” including onboarding kits, sales training, and co-marketing assets to ensure partners can sell the Virtuozzo value proposition effectively.
• Partner Portal Management: Oversee the partner portal to streamline deal registration, lead distribution, and performance tracking.
• Strategic Alliance Development
• Targeted Expansion: Identify and recruit “tier-one” strategic partners that complement Virtuozzo’s cloud and virtualization stack.
• Joint Value Proposition: Develop unique “better together” stories for complex alliances, focusing on integrated solutions that solve large-scale infrastructure challenges.
• Executive Alignment: Act as the primary point of contact for strategic accounts, ensuring roadmap alignment between Virtuozzo and partner leadership.
• Revenue & Performance Tracking
• KPI Ownership: Drive partner-originated and partner-influenced revenue goals.
• QBR Leadership: Conduct Quarterly Business Reviews (QBRs) with key partners to analyze pipeline health, address bottlenecks, and adjust go-to-market strategies.
• Market Analysis: Monitor competitor partner programs to ensure Virtuozzo remains the most attractive and profitable choice for cloud service providers.

• 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.

Pulled from the full job description

• Referral program
• Flexible schedule

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.