You will serve as the Director of Technology Partnerships to lead the recruitment, development and execution of strategic technology partnerships that align with DigitalOcean’s product roadmap and strategic initiatives to achieve corporate growth targets. 

Lead the technology partnerships strategy as the trusted advisor to and in collaboration with DigitalOcean’s Product leadership, Engineering and Sales teams to identify and recruit high potential partnerships with solutions that accelerate market share, increase NDR and make DigitalOcean’s customers highly successful. Develop and execute a strategic technology partnership growth plan to accelerate outsized growth.

What You’ll Be Doing:

Partnership Strategy & Acquisition:

• Architects & Executes Comprehensive Strategy: Design and execute a partnership strategy aligned with the company’s overarching business objectives.
• Expert Partner Vetting & Onboarding: Utilize honed intuition and extensive industry knowledge to identify and onboard ideal technology partners whose offerings synergize for exponential impact.
• Master Negotiator & Win-Win Agreements: Negotiate complex partnership agreements to create mutually beneficial collaborations.

Partnership Management & Success:

• Champions Collaborative Go-to-Market Initiatives: Orchestrate co-marketing campaigns, seamless product integrations, and impactful sales initiatives.
• Nurturing Strong Partner Relationships: Cultivate and steward exceptional relationships with key decision-makers to build and maintain trust.
• Quantifies & Analyzes Partnership Success: Translate partnership initiatives into quantifiable business impact, driven by a keen analytical mind measurement.

Industry Awareness & Risk Mitigation:

• Industry Trendsetter & Opportunity Scout: Remain at the forefront of industry trends and emerging technologies to identify and capitalize on groundbreaking partnership opportunities.
• Proactive Risk Mitigation: Anticipate and mitigate potential partnership risks by navigating complex collaborations.
• Industry trendsetter and opportunity scout: Remain at the forefront of industry trends and emerging technologies, leveraging your expertise to identify and capitalize on groundbreaking partnership opportunities.

Cross-functional Collaboration & Leadership:

• Cross-functional Communication Dynamo: Drive alignment and support for partnership initiatives through clear and effective communication with stakeholders across the organization, by navigating diverse internal landscapes.
• Collaborate and Consult: Collaborate across the organization to offer input and perspective on strategy scalability, consult with partner leaders on business case development, enablement strategies, budgeting, and implementation.
• Cross-functional Leadership: Work with senior-level partner leaders to develop impactful, multi-faceted growth strategies. Collaborate across the organization to offer input and perspective on the scalability and potential application of developed strategies and solutions with the field, partner groups, multiple business groups, marketing, and operations across both companies.
• Consult with partner leaders / stakeholders on: Business case development, creation of enablement strategies, budgeting, resource allocation and implementation strategy.
• Work closely with stakeholders: From multiple internal groups to ensure alignment and engagement on partnership strategy execution, milestone achievement and projected outcomes.

Partnership Execution & Performance:

• Monitor & Guide Execution: Oversee internal and external execution, providing guidance and advice to drive performance and achieve strategic objectives.
• Data-driven Analysis & Partner Performance: Analyze data to understand partner business & financial performance, identify anomalies, and recommend solutions.
• Go-to-Market Strategies & Lead Generation: Develop go-to-market strategies and tenaciously promote offerings through cooperative initiatives; drive partners on lead generation and pipeline development.
• Resource Allocation & Priorities: Utilize metric-driven analysis to ensure effective resource allocation and determine internal focus and priorities.
• Process Improvement & Collaboration: Collaborate with organizational leaders to define, develop, and deliver process improvements in tandem with the Worldwide Partner Organization.

What We’ll Expect From You:

• 8-10 years minimum, of job related experience in Partnerships, Channel Sales or Business Development roles
• Track record of achieving and exceeding partnership revenue targets
• Classically trained in one or more sales methodologies
• Technology experience, or with product management / product marketing 
• Solid understanding of channel marketing and marketing
• Strong leadership skills
• Top candidates will have worked in a structured and rigorous environment, whether in a corporate culture (e.g. Amazon, Google), later-stage startup environment (e.g. reporting to an executive leadership team), product management and/or consulting. The candidate must have demonstrated the ability to think strategically about business, product, and technical challenges, convey compelling data-driven decisions, and work collaboratively to build consensus.
• A keen sense of ownership, drive, and scrappiness is a must, as is the ability to leverage and motivate DigitalOcean’s global organization to achieve results.

Why You’ll Like Working for DigitalOcean:

• We reward our employees. The salary range for this position is based on relevant years of experience and skills. Employees may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees including grants of equity upon hire and the option to participate in our Employee Stock Purchase Program.
• We value development. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that is always challenging our teams and employees to continuously grow. We maintain a growth mindset in everything we do and invest deeply in employee development through formalized mentorship and other internal programs. We provide all employees with reimbursement for relevant conferences, training, and education.
• We care about your well-being. In addition to cash and equity compensation, we also offer employees a competitive array of benefits. In the United States, these include health insurance, flexible vacation, retirement benefits, a generous parental leave program, and additional resources to support employees’ overall well-being. While the philosophy around our benefits is the same worldwide, specific benefits may vary in other countries due to local regulations and preferences.
• We value diversity and inclusivity. We are an equal opportunity employer and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

*This is a remote role

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