Description
You will own the global partner program portfolio end to end. This is a design-and-build role where you will lead the FY27 partner program planning cycle with Finance, including the Frontier incentive refresh. You will ship at least one new program track , ISV, industry specialization, or net-new , within the first six months. You will re-cut tier economics based on observed partner behavior and deployed consumption data. You will write the program memos: clean, four-to-six page documents that name trade-offs explicitly and move through Finance, Legal, Enablement, and Ops on a self-set timeline. You will serve as the primary point of contact for partner principals on program structure questions.
Minimum qualifications:
- Experience building a partner program from scratch , not refreshing an existing one, but writing the v1 memo, making the foundational assumptions, and shipping to launch
- Fluency in partner economics: rebate envelopes, partner unit economics, run-rate floors, partner-level caps, and anti-stack rules
- Demonstrated ability to defend program financial modeling in front of senior finance stakeholders without hedging
- Strong written communication skills, with a track record of producing clear, structured memos on complex, multi-stakeholder design problems
Preferred qualifications:
- 7+ years of experience in partner programs, channel strategy, or business development at a high-growth software company
- Experience at a company with a mature partner ecosystem (e.g., AWS, Databricks, Snowflake, Salesforce, Stripe, or comparable)
- Familiarity with deployed-consumption partner economics, as distinct from bookings-based models
- Experience designing or operating industry specialization programs Exposure to GSI and SI partner motions at the principal level