Head of Partnerships (Infrastructure)

Head of Partnerships

Infrastructure made for AI

Location: Remote in USA

Reports to: VP of Sales

Position Overview 

Virtuozzo is looking for a high-impact global Head of Partnerships to spearhead the evolution of our global ecosystem. This role is dual-faceted: you will be the architect and operator of our Channel Partner Program, while simultaneously cultivating high-level Strategic Alliances with industry leaders (CSPs, MSPs, and Independent Software Vendors). The ideal candidate is a blend of a program builder and a relationship closer—someone who can design the "engine" of a partner program and then drive it to accelerate revenue across international markets. 

Key Responsibilities

• Channel Program Design
  • Execution Structure & Incentives: Build, launch, and manage a tiered Channel Partner Program that incentivizes growth, loyalty, and technical competency. 
  • Enablement: Create the "Partner Playbook," including onboarding kits, sales training, and co-marketing assets to ensure partners can sell the Virtuozzo value proposition effectively. 
  • Partner Portal Management: Oversee the partner portal to streamline deal registration, lead distribution, and performance tracking.
• Strategic Alliance Development
  •  Targeted Expansion: Identify and recruit "tier-one" strategic partners that complement Virtuozzo’s cloud and virtualization stack.
  • Joint Value Proposition: Develop unique "better together" stories for complex alliances, focusing on integrated solutions that solve large-scale infrastructure challenges. 
  • Executive Alignment: Act as the primary point of contact for strategic accounts, ensuring roadmap alignment between Virtuozzo and partner leadership. 
• Revenue & Performance Tracking
  •  KPI Ownership: Drive partner-originated and partner-influenced revenue goals.
  • QBR Leadership: Conduct Quarterly Business Reviews (QBRs) with key partners to analyze pipeline health, address bottlenecks, and adjust go-to-market strategies. 
  • Market Analysis: Monitor competitor partner programs to ensure Virtuozzo remains the most attractive and profitable choice for cloud service providers. 

Qualifications

• Experience: 5–10 years in Channel Management or Alliances within the Cloud, IaaS, or Software-Defined Storage sectors.
• Strategic Mindset: Proven ability to transition from high-level strategic planning to granular execution.
• Global Fluency: Experience working with diverse partner types across different regions (Americas, EMEA, APJ).
• Communication: Exceptional negotiation and presentation skills; ability to influence C-level stakeholders at partner organizations.
• Technical Literacy: A solid understanding of virtualization technologies, hyperconverged infrastructure (HCI), and the service provider business model.
  

About the Company

Virtuozzo is a leader in infrastructure system software for AI. We offer an optimized operating system, orchestration, and management to service providers, SaaS companies, and the enterprise. Virtuozzo provides mainframe-like performance, reliability, and security while dramatically lowering overall cost and complexity. We combine deep engineering expertise with a relentless focus on performance, scalability, and innovation.

What We Offer

• The opportunity to work at the intersection of deep engineering and customer success.  

• A role where your technical expertise directly shapes competitive positioning in the market.  

• Remote-first culture with flexible working hours.  

• Professional development opportunities (certifications, training, conferences).
  

• Employee recognition programs and incentives  
• Referral program bonuses  
• Share options