Sr. Director, Channel Partnerships

📌 Core Information

🔹 Job Title: Sr. Director, Channel Partnerships

🔹 Company: DigitalOcean

🔹 Location: Boston, Massachusetts, United States

🔹 Job Type: Full-time, Remote

🔹 Category: Software Development

🔹 Date Posted: 2025-08-07

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote Solely

🚀 Job Overview

Key aspects of this role include:

• Developing and executing DigitalOcean’s channel strategy with a focus on cloud-native and AI-centric partners
• Recruiting, growing, and monetizing relationships with various types of partners (VARs, MSPs, ISVs, SIs, consultancies)
• Collaborating with internal teams to drive partner-led pipeline and revenue growth
• Building and leading a high-performing partner sales team
• Operating with a strategic mindset, strong business acumen, and excellent communication skills

ASSUMPTION: This role requires a high level of strategic thinking, business development, and partner management experience in the cloud or AI ecosystem.

📋 Key Responsibilities

✅ 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, and develop joint GTM strategies and commercial models

✅ 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

✅ Work closely with Product, Engineering, AI GTM, and Developer Relations teams to align on product-market fit and co-innovation opportunities with partners

✅ Lead strategic negotiations and co-sell motions with top-tier partners, manage executive-level relationships, and create scalable onboarding, certification, and enablement programs

✅ 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, and work with systems and ops teams to define partner workflows, tooling, and performance tracking

ASSUMPTION: This role involves a high degree of cross-functional collaboration, strategic planning, and execution, requiring strong leadership, communication, and negotiation skills.

🎯 Required Qualifications

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:

• Proven success recruiting, onboarding, and managing different types of partners (VARs, MSPs, system integrators, ISVs, AI solution providers, and consultancies)
• Understanding of cloud computing concepts and technologies (IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, GPU workloads)
• Familiarity with the needs and buying behaviors of digital-native companies (startups, SaaS, generative AI, Web3, etc.)
• Demonstrated ability to build and lead a high-performing partner sales team
• Strong strategic thinking and business acumen
• Excellent communication, negotiation, and executive engagement skills
• Entrepreneurial mindset with comfort navigating ambiguity, solving complex problems, and executing quickly in a fast-scaling, resource-constrained environment

Preferred Skills:

• Experience working cross-functionally with Sales, Marketing, Product, Legal, and Customer Success teams
• Familiarity with CRM and PRM tools (e.g., Salesforce, Crossbeam, Impartner, PartnerStack, etc.)

ASSUMPTION: Candidates should have a proven track record in channel partnerships or business development within the cloud or AI ecosystem, with a strong understanding of cloud computing technologies and the needs of digital-native companies.

💰 Compensation & Benefits

Salary Range: $191,920 - $287,880 per year (based on market data, relevant years of experience, and skills)

Benefits:

• Competitive Salary
• Bonus
• Equity Compensation
• Employee Assistance Program
• Flexible Time Off
• Career Development Resources
• Access to LinkedIn Learning

Working Hours: Full-time (40 hours per week)

ASSUMPTION: The salary range provided is based on market data and may vary depending on the candidate's experience, skills, and location.

📌 Applicant Insights

🔍 Company Context

Industry: DigitalOcean is a leading cloud computing platform provider, simplifying cloud infrastructure and enabling developers to build, deploy, and scale applications quickly and efficiently.

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 is headquartered in Broomfield, Colorado.

Company Description:

• DigitalOcean simplifies cloud computing so businesses can spend more time creating software that changes the world.
• The company offers mission-critical infrastructure and fully managed offerings, helping developers at startups and growing digital businesses rapidly build, deploy, and scale.
• DigitalOcean combines the power of simplicity, security, community, and customer support to enable customers to focus less on managing their infrastructure and more on building innovative applications that drive business growth.

Company Specialties:

• Cloud Computing
• Cloud Servers
• Virtual Hosting
• Cloud Hosting
• Cloud Infrastructure
• Simple Hosting
• Virtual Servers

Company Website: https://www.digitalocean.com

ASSUMPTION: DigitalOcean is a well-established company in the cloud computing industry, with a strong focus on simplicity, security, and customer support.

📊 Role Analysis

Career Level: This role is a senior-level position, requiring a high degree of strategic thinking, leadership, and expertise in channel partnerships and business development.

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:

• Leading and expanding the partner sales team
• Taking on additional responsibilities as the partner ecosystem grows
• Potential career progression into a VP or C-level role within the organization

ASSUMPTION: This role offers significant growth opportunities as DigitalOcean continues to expand its partner ecosystem and strengthen its position in the cloud and AI markets.

🌍 Location & Work Environment

Office Type: Remote (100% remote work)

Office Location(s): Boston, Massachusetts, United States

Geographic Context:

• Boston is a major tech hub with a thriving startup ecosystem
• The city offers a high quality of life, with a rich cultural scene, diverse neighborhoods, and easy access to outdoor activities
• DigitalOcean's remote work policy allows for flexibility in living arrangements and reduced commuting time

Work Schedule: Full-time (40 hours per week), with flexible hours and a focus on results and outcomes

ASSUMPTION: The remote work arrangement provides candidates with the flexibility to work from anywhere in the United States, with a focus on results and outcomes rather than strict hours.

💼 Interview & Application Insights

Typical Process:

• Online application and resume screening
• Phone or video call with the hiring manager or HR representative
• Technical assessment or case study presentation
• Final round interviews with key stakeholders
• Background check and offer extension

Key Assessment Areas:

• Strategic thinking and business acumen
• Partner management and negotiation skills
• Cross-functional collaboration and communication
• Technical understanding of cloud computing concepts and AI workloads
• Alignment with DigitalOcean's mission, values, and company culture

Application Tips:

• Highlight relevant experience in channel partnerships, business development, or indirect sales within the cloud or AI ecosystem
• Demonstrate a strong understanding of cloud computing technologies and the needs of digital-native companies
• Tailor your resume and cover letter to emphasize your strategic mindset, business acumen, and leadership skills
• Prepare for behavioral and situational interview questions focused on partner management, negotiation, and cross-functional collaboration

ATS Keywords: Channel Partnerships, Business Development, Cloud Infrastructure, SaaS, AI/ML, Partner Management, Go-To-Market Strategy, Revenue Generation, Cross-Functional Collaboration, Negotiation, Strategic Thinking, Operational Excellence, Communication, Team Leadership, Technical Engagement

ASSUMPTION: DigitalOcean's hiring process is designed to assess candidates' strategic thinking, business acumen, and leadership skills, with a focus on cultural fit and alignment with the company's mission and values.

🛠️ Tools & Technologies

• CRM and PRM tools (e.g., Salesforce, Crossbeam, Impartner, PartnerStack, etc.)
• Cloud computing platforms (e.g., DigitalOcean, AWS, Azure, Google Cloud)
• AI/ML frameworks and tools (e.g., TensorFlow, PyTorch, scikit-learn, AWS SageMaker, Azure Machine Learning)
• Project management and collaboration tools (e.g., Asana, Trello, Jira, Slack, Microsoft Teams)

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 and collaboration.

👔 Cultural Fit Considerations

Company Values:

• Simplicity
• Security
• Community
• Customer Support
• Innovation
• Integrity
• Excellence

Work Style:

• Results-driven and outcome-focused
• Collaborative and cross-functional
• Agile and adaptable
• Customer-centric
• Innovative and forward-thinking

Self-Assessment Questions:

• Do you thrive in a fast-paced, dynamic environment, and enjoy navigating ambiguity and solving complex problems?
• Are you comfortable working remotely and managing your time effectively?
• Do you have a proven track record of building and scaling partner programs that deliver measurable revenue impact?
• Are you passionate about cloud computing, AI, and the needs of digital-native companies?
• Do you excel in cross-functional collaboration, communication, and negotiation?

ASSUMPTION: DigitalOcean values candidates who are results-driven, collaborative, and customer-centric, with a strong track record in channel partnerships or business development within the cloud or AI ecosystem.

⚠️ Potential Challenges

• Managing a high volume of partner relationships and ensuring their success
• Navigating the complexities of the cloud and AI ecosystems, and staying up-to-date with the latest technologies and trends
• Balancing the needs and priorities of various internal stakeholders, including Sales, Marketing, Product, and Engineering teams
• Managing a remote team and ensuring their engagement, development, and success

ASSUMPTION: This role presents unique challenges and opportunities for growth, requiring strong leadership, strategic thinking, and adaptability in a dynamic and fast-paced environment.

📈 Similar Roles Comparison

• Unlike traditional channel sales roles, this position focuses on cloud-native and AI-centric partners, requiring a strong understanding of these technologies and their applications
• DigitalOcean's partner ecosystem is more focused on digital-native businesses, such as startups, SaaS, and AI-first companies, compared to enterprise-focused competitors
• This role offers significant growth opportunities, as DigitalOcean continues to expand its partner ecosystem and strengthen its position in the cloud and AI markets

ASSUMPTION: This role is unique in its focus on cloud-native and AI-centric partners, requiring a strong understanding of these technologies and their applications in digital-native businesses.

📝 Sample Projects

• Developing a joint go-to-market strategy with a leading AI solution provider, targeting digital-native businesses and driving revenue growth
• Building and scaling a partner onboarding program, enabling partners to deliver AI workloads and modern application solutions on DigitalOcean’s platform
• Negotiating strategic partnerships with top-tier cloud-native and AI-centric partners, driving co-selling motions and executive-level relationships

ASSUMPTION: These sample projects illustrate the strategic, cross-functional, and operational aspects of the Sr. Director of Channel Partnerships role at DigitalOcean.

❓ Key Questions to Ask During Interview

• Can you describe the current partner ecosystem and how this role will contribute to its growth and success?
• How does DigitalOcean support and enable partners to deliver AI workloads and modern application solutions on its platform?
• What are the key priorities for the first 90 days in this role, and how will my success be measured?
• How does DigitalOcean approach cross-functional collaboration and communication, particularly with partners?
• What opportunities exist for growth and development within the partner sales team and the broader organization?

ASSUMPTION: These interview questions are designed to assess the candidate's understanding of the role, the partner ecosystem, and DigitalOcean's approach to collaboration, communication, and growth.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience in channel partnerships, business development, or indirect sales within the cloud or AI ecosystem
• Prepare for behavioral and situational interview questions focused on partner management, negotiation, and cross-functional collaboration
• Research DigitalOcean's mission, values, and company culture to demonstrate your alignment and fit
• Follow up with the hiring manager or HR representative within one week of submitting your application, inquiring about the status of your application and expressing your continued interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.