🔹 Job Title: Sr. Director, Channel Partnerships
🔹 Company: DigitalOcean
🔹 Location: Seattle, WA
🔹 Job Type: Full-Time
🔹 Category: Software Development
🔹 Date Posted: August 7, 2025
🔹 Experience Level: 7+ years
🔹 Remote Status: Remote Solely
Key aspects of this role include:
ASSUMPTION: This role requires a strategic mindset and strong business acumen to develop joint value propositions and co-selling frameworks aligned with revenue goals and customer value.
✅ Define, lead, and execute DigitalOcean’s channel and partner strategy, with a focus 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, leveraging products like Droplets, Kubernetes, App Platform, Spaces, and GPU offerings
✅ 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 operational skills to manage channel performance metrics, partner tiering structures, incentive models, lead routing processes, and reporting infrastructure.
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 experience in both global and regional partner landscapes, as well as those with familiarity working with AI solution providers and consultancies, will have an advantage 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, 40 hours per week
ASSUMPTION: The salary range provided is an estimate based on market data and may vary depending on the candidate's skills, experience, and negotiation.
Industry: DigitalOcean is a software development company specializing in cloud computing, cloud servers, virtual hosting, cloud hosting, and cloud infrastructure.
Company Size: DigitalOcean has 1,001-5,000 employees, providing a mid-sized company environment with ample opportunities for growth and collaboration.
Founded: DigitalOcean was founded in 2012 and has since grown to become a leading provider of simple, scalable cloud services.
Company Description:
Company Specialties:
Company Website: https://www.digitalocean.com
ASSUMPTION: DigitalOcean's focus on simplicity and customer support makes it an attractive workplace for candidates seeking a user-focused and innovative environment.
Career Level: This role is at the senior director level, requiring extensive experience and strategic decision-making.
Reporting Structure: The Sr. Director of Channel Partnerships will report directly to the VP of Business Development or a similar executive role.
Work Arrangement: This is a remote role, allowing for flexibility and work-life balance.
Growth Opportunities:
ASSUMPTION: This role offers significant growth opportunities for the right candidate, with the potential to make a substantial impact on DigitalOcean's business.
Office Type: DigitalOcean has a remote-first work environment, with no physical office requirement for this role.
Office Location(s): N/A
Geographic Context:
Work Schedule: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The remote work arrangement for this role provides candidates with the opportunity to work from anywhere, offering greater flexibility and work-life balance.
Typical Process:
Key Assessment Areas:
Application Tips:
ATS Keywords: Channel Partnerships, Business Development, Cloud Infrastructure, SaaS, AI/ML, Partner Management, GTM Strategy, Negotiation, Cross-Functional Collaboration, Operational Excellence, Technical Engagement, Strategic Thinking, Communication, Team Leadership, Problem Solving
ASSUMPTION: DigitalOcean's hiring process is designed to assess candidates' strategic thinking, technical knowledge, and cultural fit, with a focus on finding the best fit for the role and the company.
ASSUMPTION: Familiarity with CRM and PRM tools, as well as cloud computing and AI/ML technologies, will be essential for success in this role.
Company Values:
Work Style:
Self-Assessment Questions:
ASSUMPTION: DigitalOcean values candidates who are comfortable working remotely, collaborating cross-functionally, and driving results in a dynamic, fast-paced environment.
ASSUMPTION: These challenges require strong leadership, strategic thinking, and adaptability to succeed in this role.
ASSUMPTION: Candidates should consider their fit for DigitalOcean's remote work culture and the unique focus on cloud-native and AI-centric partners when comparing this role to similar positions.
ASSUMPTION: These sample projects demonstrate the strategic and operational aspects of channel partnership management, requiring strong business acumen and technical knowledge.
ASSUMPTION: Asking these questions will help candidates better understand the role, the team, and the company culture, enabling them to make an informed decision about their fit for the position.
To apply for this position:
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.