Sr. Director, Channel Partnerships

📌 Core Information

🔹 Job Title: Sr. Director, Channel Partnerships

🔹 Company: DigitalOcean

🔹 Location: Austin, Texas, 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:

• Defining and executing DigitalOcean’s channel strategy
• Recruiting, growing, and monetizing relationships with cloud-native and AI-centric partners
• Collaborating with internal teams to drive partner-led pipeline and revenue growth
• Building and leading a high-performing partner sales team
• Operating in a fast-scaling, resource-constrained environment

ASSUMPTION: This role requires a strategic mindset, strong business acumen, and the ability to navigate ambiguity and solve complex problems quickly.

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

ASSUMPTION: This role requires a strong understanding of cloud computing concepts and technologies, familiarity with the needs and buying behaviors of digital-native companies, and the ability to engage with both technical and commercial stakeholders.

🎯 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
• 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
• Operationally strong, with experience managing channel performance metrics, partner tiering structures, incentive models, lead routing processes, and reporting infrastructure

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.)
• Experience in GTM motions targeting digital-native segments

ASSUMPTION: Candidates with experience in both global and regional partner landscapes, as well as those with a background in cloud computing or AI/ML, may have an advantage in this role.

💰 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: 40 hours per week, with flexibility for remote work

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

📌 Applicant Insights

🔍 Company Context

Industry: DigitalOcean operates in the Software Development industry, focusing on cloud computing and infrastructure services for businesses and developers.

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 cloud computing provider, known for its simplicity and customer focus.

Company Description:

• DigitalOcean simplifies cloud computing, enabling businesses to 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 ensure customers can 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: DigitalOcean

ASSUMPTION: DigitalOcean's focus on simplicity and customer support makes it an attractive employer for candidates seeking a user-focused work environment.

📊 Role Analysis

Career Level: This role is at the senior director level, indicating a high level of responsibility and strategic decision-making.

Reporting Structure: The Sr. Director of Channel Partnerships will report directly to the Chief Revenue Officer and will be responsible for building and leading a partner sales team.

Work Arrangement: This is a remote role, allowing for flexibility and work-life balance.

Growth Opportunities:

• As a senior leadership role, this position offers opportunities to shape DigitalOcean’s channel strategy and grow the partner ecosystem.
• The role also presents an opportunity to build and lead a high-performing partner sales team, providing mentorship and career development opportunities for team members.
• DigitalOcean's focus on career development and growth may provide additional internal growth opportunities for the right candidate.

ASSUMPTION: This role offers significant growth potential for both the individual and the team, as well as the opportunity to make a strategic impact on DigitalOcean's business.

🌍 Location & Work Environment

Office Type: Remote, with no physical office requirement

Office Location(s): Austin, Texas, United States

Geographic Context:

• Austin is a major tech hub with a thriving startup scene and a strong talent pool.
• The city offers a high quality of life, with a vibrant culture, diverse neighborhoods, and numerous outdoor activities.
• Texas is a business-friendly state with a competitive cost of living compared to other major tech hubs.

Work Schedule: Flexible, with a focus on results and outcomes rather than hours worked

ASSUMPTION: The remote work arrangement and flexible work schedule provide candidates with the opportunity to balance work and personal responsibilities effectively.

💼 Interview & Application Insights

Typical Process:

• Online application and resume screening
• Phone or video call with the hiring manager or HR
• Technical assessment or case study
• Final round interview with senior leadership

Key Assessment Areas:

• Strategic thinking and business acumen
• Communication and negotiation skills
• Understanding of cloud computing concepts and technologies
• Familiarity with the needs and buying behaviors of digital-native companies
• Leadership and team-building skills

Application Tips:

• Tailor your resume and cover letter to highlight your experience in channel partnerships, business development, or indirect sales within the cloud or AI ecosystem.
• Demonstrate your understanding of cloud computing concepts and technologies, as well as your familiarity with the needs and buying behaviors of digital-native companies.
• Prepare for behavioral and situational interview questions that focus on your experience in partner management, strategic decision-making, and cross-functional collaboration.

ATS Keywords: Channel Partnerships, Business Development, Indirect Sales, Cloud Infrastructure, SaaS, AI/ML, Partner Management, Strategic Thinking, Communication, Negotiation, Cross-Functional Collaboration

ASSUMPTION: DigitalOcean's hiring process is designed to assess candidates' strategic thinking, business acumen, and technical expertise, as well as their cultural fit with the company's values and work environment.

🛠️ Tools & Technologies

• CRM and PRM tools (e.g., Salesforce, Crossbeam, Impartner, PartnerStack, etc.)
• Cloud computing platforms (e.g., DigitalOcean, AWS, Google Cloud, Azure)
• AI/ML frameworks and tools (e.g., TensorFlow, PyTorch, scikit-learn, AWS SageMaker, Google AI Platform)
• Collaboration and communication tools (e.g., Slack, Microsoft Teams, Google Workspace)

ASSUMPTION: Familiarity with relevant CRM, PRM, cloud computing, AI/ML, and collaboration tools is essential for success in this role.

👔 Cultural Fit Considerations

Company Values:

• Simplicity
• Customer Focus
• Community
• Transparency
• Responsibility

Work Style:

• Remote-friendly and flexible
• Collaborative and team-oriented
• Results-driven and outcome-focused
• Fast-paced and innovative
• Customer-centric and user-focused

Self-Assessment Questions:

• Do you thrive in a remote work environment and enjoy the flexibility it offers?
• Are you comfortable working in a fast-paced, innovative environment with a strong focus on results and outcomes?
• Do you have a customer-centric mindset and enjoy working with customers to understand their needs and provide solutions that meet those needs?
• Are you a strong communicator and negotiator, with the ability to engage with both technical and commercial stakeholders?
• Do you have a strategic mindset and enjoy developing and executing channel strategies that drive revenue growth and partner success?

ASSUMPTION: DigitalOcean's values and work style emphasize simplicity, customer focus, and collaboration, making it an attractive employer for candidates who prioritize these aspects in their work environment.

⚠️ Potential Challenges

• The fast-paced, innovative nature of the role may require candidates to adapt quickly to changes and navigate ambiguity.
• The remote work arrangement may present challenges for candidates who prefer an in-office work environment or struggle with self-motivation and time management.
• The role's focus on partner management and strategic decision-making may require candidates to balance multiple priorities and stakeholders effectively.
• The competitive nature of the cloud computing and AI/ML industries may present challenges in recruiting and retaining top-tier partners.

ASSUMPTION: Candidates should carefully consider their personal preferences, work styles, and career goals when evaluating this role to ensure a good fit with DigitalOcean's work environment and culture.

📈 Similar Roles Comparison

• Compared to other channel partnership roles, this position focuses more on strategic decision-making and less on day-to-day partner management.
• DigitalOcean's focus on simplicity and customer support differentiates it from other cloud computing providers, offering candidates a unique work environment and value proposition.
• This role offers significant growth potential for both the individual and the team, as well as the opportunity to make a strategic impact on DigitalOcean's business.

ASSUMPTION: Candidates should consider their career goals and personal preferences when comparing this role to other channel partnership opportunities, as the focus and growth potential may vary depending on the organization and industry.

📝 Sample Projects

• Developing and executing a strategic plan to recruit, onboard, and grow a portfolio of cloud-native and AI-centric partners, resulting in a 30% increase in partner-led revenue within the first year
• Negotiating and closing a strategic partnership with a leading AI solution provider, generating $5 million in new revenue and expanding DigitalOcean's AI ecosystem
• Designing and implementing a scalable onboarding, certification, and enablement program for partners, improving time-to-revenue by 40% and reducing partner churn by 20%

ASSUMPTION: These sample projects demonstrate the strategic, high-impact nature of the Sr. Director of Channel Partnerships role and the opportunity to drive significant revenue growth and partner success through effective channel management.

❓ Key Questions to Ask During Interview

• How does DigitalOcean support the growth and development of its channel partners, and what resources are available to help them succeed?
• What is the current state of DigitalOcean's partner ecosystem, and what are the key priorities for growing and expanding the partner program in the next 12-24 months?
• How does DigitalOcean collaborate with its partners to drive joint GTM strategies and co-selling programs, and what are the key success metrics for these initiatives?
• What is the company's approach to cross-functional collaboration, and how do channel partnerships work with other teams, such as Sales, Marketing, Product, and Customer Success?
• What are the key challenges and opportunities in the cloud computing and AI/ML industries, and how does DigitalOcean differentiate itself from competitors in these markets?

ASSUMPTION: Asking insightful questions during the interview process demonstrates your interest in the role and provides an opportunity to assess the company's culture, work environment, and growth potential.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your experience in channel partnerships, business development, or indirect sales within the cloud or AI ecosystem, as well as your understanding of cloud computing concepts and technologies and your familiarity with the needs and buying behaviors of digital-native companies.
• Prepare for behavioral and situational interview questions that focus on your experience in partner management, strategic decision-making, and cross-functional collaboration.
• If selected for an interview, be prepared to discuss your approach to partner management, strategic decision-making, and cross-functional collaboration, as well as your understanding of cloud computing concepts and technologies and your familiarity with the needs and buying behaviors of digital-native companies.
• Follow up with the hiring manager or HR within one week of your interview to express your continued interest in the role and reiterate your qualifications and fit for the position.

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