Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But many fail when they try to scale. Were different. CockroachDB makes it easier for companies to build and scale apps. This is how and why were helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.

Because when our customers win we all win.

The Role

Cockroach Labs is seeking an experienced Partner Sales Manager to own and grow our OEM partnership with IBM across the Americas with primary focus on the United States and Canada. Based in the U.S. this role is focused on driving partner-attributed and partner-sourced revenue through co-sell alignment joint execution and close collaboration with IBMs regional sales organization and Cockroach Labs internal field sales teams.

You will act as the regional owner and overlay lead for the IBM partnership in the Americasresponsible for relationship management co-sell pipeline development partner enablement deal support and forecasting. This is a highly collaborative cross-functional role that works alongside field sales teams to influence accelerate and scale partner-led opportunities.

You Will

• Own and manage the IBM OEM partnership across the Americas serving as the primary regional owner and point of accountability
• Act as a co-sell overlay working closely with IBMs Americas sales organization and Cockroach Labs field sales teams to create progress and influence partner-sourced and partner-attributed pipeline
• Work closely with IBMs Americas sales organization and Cockroach Labs sales teams to generate and progress partner-sourced and partner-attributed pipeline directly driving regional revenue through joint selling motions
• Drive net-new and expansion revenue by identifying new customers expanding footprint within existing accounts and increasing market penetration across the U.S. and Canada
• Lead account-specific partner programs and execution plans for priority IBM accounts tracking progress and driving measurable outcomes
• Support opportunities from deal origin through close partnering with sales on strategy execution and negotiations
• Drive regional partner enablement including sales training field readiness and messaging alignment
• Maintain ownership of pipeline management and forecasting ensuring accurate visibility disciplined deal tracking and consistent internal and external reporting
• Lead regular pipeline deal and business reviews with IBM and internal stakeholders
• Serve as the primary point of contact for relationship management communications and executive alignment with IBM across the Americas including escalation management when needed
• Collaborate cross-functionally with Sales Sales Leadership Product and Marketing teams
• Travel across the U.S. and Canada to support partner engagement customer meetings and regional events

You Have

• 5 years of experience in partner sales or partnership management
• Proven ability to drive revenue through partners ideally within OEM cloud or enterprise technology ecosystems
• Strong sales-focused mindset with experience owning pipeline forecasting and closing complex deals
• Demonstrated success working closely with partner sales teams and internal field sales organizations
• Highly motivated proactive and comfortable operating autonomously in a regional role
• Ability to manage multiple accounts programs and initiatives simultaneously
• Strong organizational skills with attention to detail and the ability to track progress across complex deals
• Excellent interpersonal and communication skills with the ability to build trust and influence across organizations
• Willingness to travel across the U.S. and Canada
• Creative outside-the-box thinker who can adapt to complex partner dynamics
• Self-motivated target-oriented with strong problem-solving skills and the ability to work independently in a fast-paced environment

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process please email us at .

Cockroach Labs has a hybrid work model with Roachers that are local to one of our offices coming in on Mondays Tuesdays and Thursdays and working flexibly the rest of the week. While weve learned valuable lessons working remotely nothing can replace the connection creativity and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!