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.
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
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