🔹 Job Title: Sr. Director, Channel Partnerships
🔹 Company: DigitalOcean
🔹 Location: Denver, Colorado, United States
🔹 Job Type: Full-time, Remote
🔹 Category: Software Development
🔹 Date Posted: 2025-08-07
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote Solely
Key aspects of this role include:
ASSUMPTION: This role requires a strategic thinker with a proven track record in channel partnerships and a strong understanding of cloud computing and AI.
✅ Define, lead, and execute DigitalOcean’s channel and partner strategy, focusing on recruiting, growing, and monetizing relationships with cloud-native and AI-centric partners serving digital-native businesses
✅ Identify and recruit strategic, high-potential partners focused on AI and digital-native businesses
✅ Develop joint GTM strategies and commercial models that incentivize partner engagement and drive pipeline and revenue growth
✅ Partner with internal Sales and Marketing teams to design and execute joint marketing campaigns, co-selling programs, and event strategies that drive partner-led pipeline and customer acquisition
✅ Enable partners to deliver AI workloads and modern application solutions on DigitalOcean’s platform
✅ Track and report on pipeline generation, deal velocity, and close rates from the channel to ensure visibility and accountability across the organization
✅ Lead strategic negotiations and co-sell motions with top-tier partners; manage executive-level relationships to ensure alignment and joint investment
✅ Work with the partner program manager to create scalable onboarding, certification, and enablement programs to ensure partners are technically and commercially equipped to succeed with DigitalOcean
✅ Develop and manage partner tiers, incentive structures, and deal registration processes to support partner growth, alignment, and fairness
✅ Own forecasting, reporting, and operational KPIs for the partner channel
✅ Work with systems and ops teams to define partner workflows, tooling, and performance tracking
ASSUMPTION: This role requires strong strategic thinking, business acumen, and the ability to work effectively with both internal and external stakeholders.
Education: Bachelor's degree in business, technology, or a related field required; MBA or advanced technical degree is a plus
Experience: 7+ years of experience in channel partnerships, business development, or indirect sales within the cloud infrastructure, SaaS, or AI/ML ecosystem, with a strong track record of building and scaling partner programs that deliver measurable revenue impact
Required Skills:
Preferred Skills:
ASSUMPTION: Candidates with a strong background in channel partnerships and a deep understanding of cloud computing and AI are most likely to succeed in this role.
Salary Range: $191,920 - $287,880 per year (based on market data, relevant years of experience, and skills)
Benefits:
Working Hours: Full-time, typically 40 hours per week
ASSUMPTION: The salary range is based on market data and relevant experience. Benefits are competitive and designed to support employees' well-being and career growth.
Industry: DigitalOcean is a leading cloud computing platform provider, simplifying cloud infrastructure for developers and businesses
Company Size: DigitalOcean has 1,001-5,000 employees, providing a large and diverse work environment
Founded: 2012, with a focus on simplicity, security, community, and customer support
Company Description:
Company Specialties:
Company Website: https://www.digitalocean.com
ASSUMPTION: DigitalOcean's focus on simplicity and customer support creates a unique work environment that prioritizes innovation and customer success.
Career Level: This role is a senior leadership position, requiring strategic decision-making and team management
Reporting Structure: The Sr. Director of Channel Partnerships will report directly to the VP of Business Development or a similar role
Work Arrangement: This is a remote role, with the flexibility to work from anywhere in the United States
Growth Opportunities:
ASSUMPTION: This role offers significant growth potential for the right candidate, with the opportunity to make a substantial impact on DigitalOcean's business.
Office Type: DigitalOcean has a remote-first work culture, with no physical office requirement for this role
Office Location(s): DigitalOcean's headquarters is in Broomfield, Colorado, but this role can be performed remotely from anywhere in the United States
Geographic Context:
Work Schedule: Full-time, with a flexible work arrangement that prioritizes results and work-life balance
ASSUMPTION: The remote work arrangement and flexible work schedule allow for a better work-life balance and the ability to attract top talent from across the United States.
Typical Process:
Key Assessment Areas:
Application Tips:
ATS Keywords: Channel Partnerships, Business Development, Cloud Infrastructure, SaaS, AI/ML, Partner Management, GTM Strategies, Negotiation, Cross-Functional Collaboration, Operational Excellence, Strategic Thinking, Communication, Team Leadership, Technical Engagement, Customer Success
ASSUMPTION: DigitalOcean's interview process is designed to assess candidates' strategic thinking, channel partnership expertise, and cultural fit.
ASSUMPTION: The tools and technologies required for this role are standard in the cloud computing and AI industries, with a focus on CRM and PRM tools for partner management.
Company Values:
Work Style:
Self-Assessment Questions:
ASSUMPTION: DigitalOcean's remote-first culture and focus on simplicity, security, community, and customer support create a unique work environment that prioritizes innovation, collaboration, and customer success.
ASSUMPTION: These challenges require strong leadership, strategic thinking, and the ability to adapt to a dynamic and evolving work environment.
ASSUMPTION: This role offers unique opportunities and challenges compared to similar positions in the industry, with a strong focus on cloud computing and AI technologies.
ASSUMPTION: These sample projects illustrate the strategic, entrepreneurial, and leadership aspects of the Sr. Director of Channel Partnerships role.
ASSUMPTION: Asking these questions demonstrates your interest in the role, your understanding of DigitalOcean's business, and your commitment to driving partner success and growth.
To apply for this position:
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.