Senior Manager, GSI - Distributed US

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're 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

We are seeking a Senior Partner Manager to join our Alliances and Partnership team. This role is pivotal in driving our growing partnership with Global System Integrators (GSIs). The ideal candidate will have excellent understanding of GSIs and have prior experience managing partnerships with multiple GSIs.

Partners are crucial for the growth of Cockroach Labs. The Senior Partner Manager for North America plays a critical role in driving revenue growth and market share by fostering and managing strategic partnerships with GSIs. In this role you will be responsible for developing and executing a comprehensive GSI partner strategy across the North American region, focusing on driving incremental value to the field sales team through effective partner engagement and creating sales pipeline through GSIs. While this is a remote role, you must be based in the United States to be eligible.

You Will

• Develop and Execute GSI Partner Strategy
  • Define and execute a strategic roadmap for GSI partnerships in North America, aligned with overall company business objectives
• Develop Partner Relationships
  • Build and maintain strong relationships with executive leaders and account leaders in GSIs
  • Develop joint go-to-market plans with GSI partners, including co-marketing initiatives, sales enablement programs, and joint customer engagements
• Drive Pipeline Generation and Revenue Growth
  • Proactively prospect, identify, and qualify sales opportunities through GSI partners
  • Collaborate closely with the field teams to accelerate and drive deal closure for both partner sourced and partner influenced deals
  • Establish and maintain a robust sales pipeline through GSI channels, with a monthly and quarterly sales forecasts
• Lead Partner Enablement
  • Lead the engagement of strategic SI partners to develop their sales, pre-sales, and delivery capabilities
  • Ensure partners are adequately trained and certified on CockroachDB
  • Amplify partners to build champions and capabilities to effectively deliver for their customers
• Organize and Facilitate Quarterly Business Reviews (QBRs)
  • Organize and conduct regular QBRs with key GSI partner leaders and internal leadership teams
  • Drive accountability and track progress towards key performance indicators (KPIs)
  • Identify and address any challenges or roadblocks for a successful partnership

You Have

• 10+ years of quota-carrying experience in generating pipeline and selling through GSI partners in a fast-paced, matrixed sales environment
• Deep understanding of the North American market and its key technology trends
• 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
• Proven track record of achieving and exceeding sales quotas or driving significant revenue through GSI partnerships
• 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 accessibility@cockroachlabs.com.

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!