At DigitalOcean, we’re not just simplifying cloud computing – we’re revolutionizing it. We serve the developer community and the businesses they build with a relentless pursuit of simplicity. With our customers at the heart of what we do – and powered by a diverse culture that values boldness, speed, simplicity, ownership, and a growth mindset – we are committed to building truly useful products. Come swim with us!

Role Overview:

As the Head of Technical Partnerships at DigitalOcean, you will lead our Partnerships team in forging strategic alliances and nurturing an ecosystem that enhances our platform capabilities, expands our market reach, and provides added value to our developer community. This role is crucial in driving DigitalOcean’s growth and innovation through collaborative efforts with key partners, with a strong focus on AI/ML and developer-centric solutions.

What You’ll Do:

• Develop and execute the overall partnership strategy aligned with DigitalOcean’s growth objectives, particularly AI/ML and DBaaS partnerships.
• Identify, evaluate, and secure strategic partnerships that enhance our platform’s capabilities and market reach, focusing on companies that offer compelling and valuable solutions for developers.
• Oversee and grow the Hatch program and other initiatives to incubate and support startups, with an initial emphasis on AI/ML startups.
• Manage relationships with technology partners and marketplace vendors to create additional value for our customers and the broader developer community.
• Collaborate closely with other teams, including Growth, Developer Marketing, and Developer Advocacy, to ensure alignment of partnership initiatives with overall company strategies.
• Expand and manage the DigitalOcean marketplace, increasing the number of active integrations available to our customers.
• Build and lead a high-performing Partnerships team, including hiring and developing talent to support our growth objectives.
• Work closely with the CRO organization to ensure strategic partnerships align with and support overall revenue goals.

What You’ll Add to DigitalOcean:

• Demonstrated experience in partnership development and management at similar developer-focused technology companies.
• Strong technical background with the ability to understand and communicate complex technological concepts.
• Proven track record of successfully establishing and growing strategic partnerships, particularly in the AI/ML and cloud computing space.
• Excellent communication and interpersonal skills, with the ability to inspire and articulate a compelling vision.
• Experience building and leading high-performing teams in a fast-paced, growth-oriented environment.
• Deep understanding of the developer ecosystem and a passion for making developers successful.
• Strategic thinker with the ability to align partnership initiatives with overall business objectives.
• Experience with or knowledge of AI/ML technologies and Database-as-a-Service (DBaaS) offerings is highly desirable.

Key Performance Indicators (KPIs):

• Number of Strategic Partnerships Established: Track the number and quality of new strategic partnerships, particularly in AI/ML and DBaaS, that enhance DigitalOcean’s platform capabilities and market position.
• Growth of the Hatch Program: Measure the expansion of the Hatch program, including the number of AI startups incubated and supported, and their impact on DigitalOcean’s ecosystem.
• Partner Net Promoter Score (NPS): Assess partner satisfaction and loyalty, reflecting the health and mutual benefit of our partnership relationships.
• Number of Active Partnerships on the DigitalOcean Marketplace: Indicate the breadth and diversity of our ecosystem, showcasing the added value available to our customers through partnerships.
• Growth Rate of Partner Ecosystem: Track the expansion of our partner network, indicating our ability to attract and onboard new partners to continually enhance our platform’s capabilities.
• Developer Adoption Rate of Partner Solutions: Measure the uptake and usage of partner-provided solutions by our developer community, demonstrating the value and relevance of our partnerships.
• Time-to-Value for New Partnerships: Assess the efficiency in onboarding new partners and bringing their solutions to market, ensuring quick value realization for both partners and DigitalOcean.
• Impact on Developer Satisfaction: Evaluate how partnerships contribute to overall developer satisfaction and retention on the DigitalOcean platform.
• Contribution to Product Innovation: Track the number of new features or products developed as a result of strategic partnerships, showcasing the innovative impact of our partnership strategy.