Regional Technology Partners Manager, ISVs and GSIs
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Job Summary
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
Were looking for an experienced Senior Manager to lead our Independent Software Vendor (ISV) partner sales initiatives across this strategic position within the Alliances and Partnerships team youll be instrumental in expanding and strengthening our ISV partnership program in EMEA. You will identify recruit and nurture high-impact partners while collaborating closely with sales technical and GTM stakeholders to generate revenue and pipeline.
This role demands deep insight into ISV partner dynamics proven experience driving partner-led revenue and a passion for building long-term collaborative relationships. This position is based in London UK.
You Will
- Develop and Execute ISV Partner Strategy
- Define and execute a strategic roadmap for ISV partnerships for the EMEA region aligned to broader business goals.
- Conduct proactive scouting and qualification of potential ISV partners that align with our strategic priorities and growth ambitions.
- Develop Partner Relationships
- Build and maintain strong long-term relationships with ISV partners from onboarding through co-selling execution
- Guide partners through integration validation and certification processes in collaboration with technical teams.
- Serve as a trusted advisor to partners helping them navigate opportunities and optimise joint success.
- Joint GTM and Growth Execution
- Develop and monitor joint business plans ensuring measurable impact on pipeline and revenue.
- Drive coordinated go-to-market initiatives that enhance partner visibility and deliver results.
- Act as a subject matter expert on ISV partnerships for internal teams including Sales Marketing and Customer Success
- Operational Excellence
- Ensure robust partner enablement and operational processes are in place (e.g. training reporting performance tracking).
- Collaborate with global alliances counterparts to share insights refine strategy and adopt best practices.
- Provide leadership and mentorship to partnership team members and contribute to team performance.
- Cross-Functional Collaboration
- Work closely with field sales and regional stakeholders to integrate partner-led opportunities into broader sales plays.
- Support select global and regional system integrator partners where it accelerates pipeline and revenue.
You Have
- 10 years of experience in ISV partnerships technology alliances or related partner sales functions within SaaS or enterprise software.
- Strong familiarity with EMEA market dynamics and growing a partner ecosystem across diverse geographies.
- Proven track record of achieving and exceeding sales quotas or driving significant revenue through ISV partnerships.
- Excellent communication presentation and interpersonal skills with the ability to build strong relationships with both internal and external stakeholders
- Ability to develop and execute strategic plans analyze market trends and identify new opportunities
- Knowledge of technology applications products/solutions platforms and SaaS
- Ability to effectively collaborate with cross-functional teams and build consensus
- Highly motivated driven and results-oriented with a strong desire to succeed
- Openness and ability to travel 50%
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!
Required Experience:
Manager
Key Skills
About Company
CockroachDB is a distributed database with standard SQL for cloud applications. CockroachDB powers companies like Comcast, Lush, and Bose.
