Partner Sales Manager, Cockroach Labs
IBM OEM Partnership, AMER
$135-180k
+ Stock Options
More information about location
Distributed SQL for always-on customer experiences
Be an early applicant
Distributed SQL for always-on customer experiences
501-1000 employees
Be an early applicant
$135-180k
+ Stock Options
More information about location
501-1000 employees
Company mission
To simplify how businesses build and operate world-changing applications.
Role
Who you are
- 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
What the job involves
- 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 IBM’s 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 Americas—responsible 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
- 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 IBM’s Americas sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner-sourced and partner-attributed pipeline
- Work closely with IBM’s 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
Our take
Cockroach Labs was founded by a team of ex-Google employees who wanted to build a database management system similar to Google’s Spanner. The result is CockroachDB, an open-source, distributed SQL database that delivers familiar SQL, strong consistency, and near-indestructible fault tolerance. Designed to scale locally or globally and deployed on any cloud or on-prem setup, it keeps mission-critical applications running even through hardware failures or full data-center outages.
A major milestone in the company's growth is its partnership with IBM ,which integrates CockroachBD into IBM's hybrid infrastructure. This makes it far easier for long-standing mainframe users to modernize without rewriting massive amounts of code. Running CockroachDB on systems like LinuxONE, Linux on Z, Power Systems, and Red Hat OpenShift helps organizations adopt cloud-native architectures while staying in environments they trust. At the same time, enterprise demand is surging and the company is boasting significant year-on-year growth in new customers, ARR, and cloud adoption.
As applications become more global, always-on, and increasingly AI-driven, businesses need databases built for scale, resilience, and zero downtime. And CockroachDB was engienered for exaclt ythat. With a decade of innovation, expanding enterprise traction, and a leadership team experienced in scaling high-growth tech companies, Cockroach Labs is set to power the next generation of mission-critical applications.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Dec 2021
$278m
SERIES F
Jan 2021
$160m
SERIES E
Total funding: $633.2m
Company benefits
- Competitive Health Insurance Coverage
- Paid Parental Leave
- Flexible PTO
- Learning & Development
- Relocation Support
- Employee Referral Bonus
Company HQ
Chelsea, New York, NY
Leadership
Spencer Kimball
(Co-Founder & CEO)Worked at WeGo Systems as CTO for 3 years before joining Google as a Software Engineer for almost 10 years. Also, previous CTO of Viewfinder and Engineer at Square.
Peter Matiss
(Co-Founder & CTO)Previously a Software Engineer at Square, Co-Founder at Viewfinder and a Software Engineer at Google.
Share this job
View 18 more jobs at Cockroach Labs