Skip to content
DittoDittoAtlanta, GA

Head of Partner Solutions

Own Ditto's partner motion across Cloud, Technology, Services, and OEM pillars. Build FY27 partner plan from scratch, drive partner-sourced pipeline, and lead technical architecture conversations with strategic partners.

195k – 256k/yr
Remote8+ YOEPartnerships

About the role

Responsibilities

  • Own the four pillars of Ditto's partner motion: Cloud (AWS), Technology (MongoDB, Zebra, Apple, LaunchDarkly, Oracle, Palantir), Services & Solutions, and OEM partnerships
  • Review, refine, and re-imagine the FY27 partner plan: targets, named-partner waterfall, comp structure, program evolution, and reporting cadence
  • Sustain active partner relationships while driving partner-sourced and partner-influenced pipeline as a forecastable contribution to revenue
  • Evaluate partner technical fit independently, drive AWS APN Foundational Technical Review work, design joint reference architectures, and lead partner architecture conversations
  • Design and launch Ditto's partner certification program in partnership with FDE and Professional Services
  • Own partnership program operations: agreement templates, partner tiers, deal registration, attribution framework, and the partner tooling stack (Crossbeam, Clazar, HubSpot)
  • Work cross-functionally with Commercial Sales, Public Sector, Marketing, Engineering, Product, and RevOps

Requirements

  • Technical fluency to independently evaluate partner technical fit, read partner documentation (APIs, connectors, integration specs, reference architectures), and hold partner architecture conversations without technical help
  • Strategic conviction with a blank-page mindset: build a partner plan from scratch and defend it under pressure
  • Cross-functional execution: track record of driving alignment across Sales, Product, Finance, Marketing, and Engineering
  • Operating discipline: comfort running solo through a function rebuild for the first quarter
  • Commercial structuring exposure: experience designing or operating revenue share, marketplace mechanics, deal registration, embedded contracts, or pricing schemes spanning multiple parties
  • Strong written and verbal communication, with the ability to translate fluidly between technical and commercial audiences
  • Willingness to travel for partner engagements (AWS re:Invent, MongoDB .Local, Zebra SKO, partner offsites, quarterly cadence in Atlanta)
  • Based in one of Ditto's designated key talent hubs: San Francisco, Seattle, Austin, or Atlanta

Nice-to-Haves

  • Demonstrated revenue accountability (quota, P&L, partner-sourced ACV, revenue attribution, or equivalent)
  • Experience at developer platform, infrastructure, or data companies (e.g. MongoDB, Couchbase, Confluent, HashiCorp, Snowflake, Databricks, Stripe, Twilio, Cloudflare)
  • Hyperscaler partner-side relationship experience, AWS APN preferred
  • Partner ecosystem exposure in a prior role (product manager, engineer, Solutions Architect, or consultant who led technology partnerships)
  • ISV or OEM commercial structure exposure (revenue share, embedded contracts, technical performance criteria)
  • Consulting, product management, or solutions engineering background with strategic ownership
  • People management experience or appetite for year-two team-building

Skills

AWSMongoDBCrossbeamClazarHubSpotPartner Program OperationsDeal RegistrationRevenue ShareReference ArchitecturesAPI Integrations

Similar roles

Partnerships jobs
Sigma

Director of Strategic Partnerships

SigmaSan Francisco, CA +1

Own and scale Sigma's strategic Snowflake partnership, driving co-sell motions, joint pipeline, and partner-attributed revenue. Requires 8+ years in B2B SaaS partnerships with deep Snowflake ecosystem experience and proven revenue outcomes.

195k – 215k/yr
On-site8+ YOEPartnerships
Gusto

Head of Partner Growth, Embedded Payroll

GustoDenver, CO +6

Lead and scale Gusto Embedded Payroll's partner growth function. Manage a team of Partner Success Managers and Enablement while owning GTM strategy, partner relationships, and operational playbooks to drive adoption and revenue.

196k – 271k/yr
Hybrid12+ YOEPartnerships
Snowflake

Partner Development Director

SnowflakeChicago, IL

Drive and expand the strategic partnership between Snowflake and Deloitte as the single point of accountability. Build joint GTM plans, grow Deloitte's Snowflake practice, cultivate executive relationships, execute co-marketing, support deals, and own pipeline/consumption metrics to drive revenue growth (quota-carrying role).

196k – 257k/yr
On-site10+ YOEPartnerships
Snowflake

Partner Development Director, Enterprise Technologies

SnowflakeMenlo Park, CA

Own 360-degree relationships for high-value Enterprise Technology partners at Snowflake. Drive global co-sell, resell, marketing, and integration strategies to hit sales targets, develop joint solutions, lead QBRs with executives, and enable sales teams across regions.

196k – 257k/yr
Remote12+ YOEPartnerships
Harper

Head of Partnerships

HarperSan Francisco, CA

Founding Head of Partnerships building distribution channels through regulators, lenders, landlords, and advisors at an AI-native commercial insurance startup. Close first marquee partners, structure economics, and scale the motion.

190k – 260k/yr
On-site8+ YOEPartnerships