Head of Partner Solutions

Requirements

• Technical fluency to independently evaluate partner technical fit, read partner documentation (APIs, connectors, integration specs, reference architectures), and hold partner architecture conversations without technical help
• Strategic conviction with a blank-page mindset: you can build a partner plan from scratch and defend it under pressure, not just execute one that exists
• Cross-functional execution: a track record of driving alignment across Sales, Product, Finance, Marketing, and Engineering on a specific initiative
• Operating discipline: comfort running solo through a function rebuild for your first quarter without the team or process to lean on
• Commercial structuring exposure: experience designing or operating revenue share, marketplace mechanics, deal registration, embedded contracts, or pricing schemes spanning multiple parties
• Strong written and verbal communication, with the ability to translate fluidly between technical and commercial audiences
• Willingness to travel for partner engagements (AWS reInvent, MongoDB .Local, Zebra SKO, partner offsites, quarterly cadence in Atlanta regardless of home hub)
• Based in one of Ditto's designated key talent hubs: San Francisco, Seattle, Austin, or Atlanta
• Demonstrated revenue accountability (quota, P&L, partner-sourced ACV, revenue attribution, or equivalent)
• Experience at developer platform, infrastructure, or data companies (e.g. MongoDB, Couchbase, Confluent, HashiCorp, Snowflake, Databricks, Stripe, Twilio, and Cloudflare)
• Hyperscaler partner-side relationship experience, AWS APN preferred
• Partner ecosystem exposure in a prior role even if not partnership leadership: a product manager or engineer who led a technology partnership, a Solutions Architect who covered partner accounts, a consultant who lived inside an SI partner program
• ISV or OEM commercial structure exposure (revenue share, embedded contracts, technical performance criteria)
• Consulting, product management, or solutions engineering background with strategic ownership, not just delivery
• People management experience or appetite for year-two team-building
• The Benefits of Building with Us
• We offer competitive salaries and meaningful equity. We believe everyone on the team should have a stake in what we're

Benefits

Additional Information

About Ditto: Ditto is redefining how data moves at the edge. Our mission is to make it seamless for developers to build resilient, real-time applications, regardless of network conditions. Whether you're in a stadium, airplane, or remote military base, Ditto's peer-to-peer sync engine ensures devices stay connected and data stays consistent, even without internet. With more than $145 million in funding and trusted by organizations like Chick-fil-A, Delta Airlines, and the U.S. military, Ditto powers mission-critical experiences across aviation, retail, travel, hospitality, defense, and more. As a globally distributed, fast-growing startup, we're committed to building a diverse and inclusive team that reflects the wide range of perspectives needed to solve the world's hardest connectivity problems. As Director of Partner Solutions, you will own Ditto's partner motion as a force multiplier for commercial and public-sector revenue. You'll sustain and grow an active portfolio of strategic partners (MongoDB, Zebra, AWS, Apple, LaunchDarkly, Oracle, Palantir, Carahsoft, and others) while building the FY27 partnership plan from the ground up: targets, named-partner waterfall, comp structure, program design, and operating cadence. This is not a traditional channel role. The bar is technical fluency combined with strategic conviction and cross-functional execution muscle. You will report to the Head of Commercial Sales with direct executive visibility through the CEO. AS DIRECTOR OF PARTNER SOLUTIONS, YOU WILL: Own the four pillars of Ditto's partner motion: Cloud (AWS), Technology (MongoDB, Zebra, Apple, LaunchDarkly, Oracle, Palantir), Services & Solutions, and OEM partnerships Review, refine, and re-imagine the FY27 partner plan in your first 60 days: targets, named-partner waterfall, comp structure, program evolution, and reporting cadence Sustain active partner relationships in handover state while driving partner-sourced and partner-influenced pipeline as a forecastable contribution to revenue Evaluate partner technical fit independently, drive AWS APN Foundational Technical Review work, design joint reference architectures, and lead partner architecture conversations without needing an SA in the room Design and launch Ditto's partner certification program in partnership with FDE and Professional Services Own partnership program operations: agreement templates, partner tiers, deal registration, attribution framework, and the partner tooling stack (Crossbeam, Clazar, HubSpot) Work cross-functionally with Commercial Sales, Public Sector, Marketing, Engineering, Product, and RevOps to position partnerships as a force multiplier across the company

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