Global Channels Leader
MariaDB
MariaDB is making a big impact on the world. Whether you’re checking your bank account, buying a coffee, shopping online, making a phone call, listening to music, taking out a loan or ordering takeout – MariaDB is the backbone of applications used everyday. Companies small and large, including 75% of the Fortune 500, run MariaDB, touching the lives of billions of people. With massive reach through Linux distributions, enterprise deployments and public clouds, MariaDB is uniquely positioned as the leading database for modern application development.
The Opportunity
We are seeking an accomplished and strategic Global Channels Leader to build, manage, and scale our worldwide partner ecosystem. This senior leadership role is critical to our company's growth, as you will be responsible for defining the global channel strategy and driving significant revenue through our network of resellers, distributors, and strategic alliances. The ideal candidate is a visionary leader with a proven track record of creating and executing successful channel programs in the software or SaaS industry. You will lead a global team of region channel managers and directors who are tasked to accelerating revenue through VARs, GSIs, MSPs, and technology partners.
You will be responsible for global channel strategy and team leadership, revenue and growth, partner enablement, relationship management, cross-functional collaboration, and more.
What You'll Do
- Global Channel Strategy: Develop and execute a comprehensive global channel sales strategy that aligns with overall company goals and revenue targets. Identify, recruit, and onboard new channel partners to expand our global market reach.
- Revenue and Growth: KPI and Metrics Driven. Own the end-to-end channel development process, from partner acquisition to enablement and management, with a clear focus on driving revenue growth and exceeding sales quotas through the channel.
- Team Leadership: Build, lead, mentor, and manage a high-performing global channel team. Foster a culture of excellence, collaboration, and accountability.
- Partner Enablement: Design and implement robust partner enablement programs, including training, certification, sales tools, and marketing resources, to ensure partners are fully equipped to sell and support our solutions.
- Drive emerging channels including cloud hyperscalers, open source community & developers, and region specific strategies
- Relationship Management: Establish and maintain strong, executive-level relationships with key partners. Lead regular business reviews to ensure mutual success and alignment on go-to-market strategies.
- Cross-Functional Collaboration: Serve as the central point of contact between the channel organization and other internal teams, including Direct Sales, Marketing, Product, and Customer Success, to ensure a seamless and integrated approach.
- Performance Analysis: Define and monitor key performance indicators (KPIs) for the channel program. Use data and market insights to analyze performance, forecast sales, and continuously optimize the strategy for maximum effectiveness.
- Contract Negotiation: Lead the negotiation of complex contracts and agreements with channel partners.
What You'll Bring
- 10+ years in channel or alliances leadership, with at least 5 in the open-source or database technology space (e.g., PostgreSQL, MongoDB, MySQL, Cassandra, Redis, etc.).
- Leadership - demonstrated ability to lead, motivate, and develop global high performing teams
- Strategic approach - analytical skills with the ability to translate high level objectives into actionable channel plans
- Proven track record of building and scaling global partner ecosystems with measurable revenue impact.
- Strong understanding of open-source business models, software subscriptions, and cloud-native architecture.
- Experience co-selling with global and regional System Integrators, Cloud Partners, and ISVs.
- Exceptional relationship management, communication, and negotiation skills.
- Ability to work cross-functionally across sales, product, engineering, and marketing.
- Excellent communication, negotiation, and interpersonal skills
- Fluency in English; additional European languages are a plus.
- Bachelor's degree required; MBA or technical background a plus.
- Familiarity with channel sales tools such as Salesforce
Location: Global Remote - Hybrid role + Travel
What’s in It for You?
Impact the world of technology by pushing the boundaries of technology and business models, working at MariaDB. Be part of a game-changing organization that encourages outside-the-box thinking, values empowerment, and is truly shaping the future of the software industry. You’ll be collaborating with high-caliber colleagues around the world, offering unparalleled learning and growth opportunities. We provide a very competitive compensation package, 25 days paid annual leave (plus holidays), a massive degree of flexibility and freedom, and more.
How to Apply
If you are interested in this position, please submit your application along with your CV/Resume through our ATS Greenhouse on our MariaDB Careers site.
- At MariaDB we celebrate the diverse experiences and perspectives of our employees because this drives innovation and success. MariaDB is an equal opportunity employer dedicated to creating a welcoming and inclusive workplace for everyone.
- MariaDB does not sponsor work visas or relocation.
- MariaDB is committed to providing accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
- MariaDB will not accept agency resumes without a prior contractual agreement with HR. Please do not forward resumes to any recruiting alias or employee directly. MariaDB is not responsible for paying any fees associated with any unsolicited submitted CV/Resumes.