Channel Sales Manager, Data Center

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify, recruit, and finalize agreements with systems integrators focused on data center design, construction, modernization, and operations.

• Develop and sustain a prioritized target account strategy based on the presence of SIs in the market, customer footprint, technical capabilities, and project volume.

• Establish executive and practitioner-level relationships across engineering, delivery, alliance, and leadership stakeholders within partner organizations.

• Oversee commercial negotiations from the initial outreach to the execution of channel partnership agreements.

• Structure reseller, referral, co-sell, and design partnership agreements customized for the data center SI ecosystem.

• Collaborate with Marketing, Finance, Legal, and Product leadership to create scalable commercial frameworks.

• Define activation plans and success milestones for partners at 90, 180, and 365 days.

• Create repeatable processes for partner recruitment, onboarding, and commercialization.

• Develop and implement joint go-to-market plans with newly signed partners.

• Coordinate account mapping, pipeline generation activities, and co-selling strategies with TigerData's direct sales organization.

• Support partners through their initial opportunities and deployments to ensure successful outcomes and long-term adoption.

• Work closely with Solutions Architecture and Product teams to position TimescaleDB Enterprise within intricate data center environments.

• Maintain precise CRM reporting for recruitment status, partner opportunities, and revenue forecasts.

• Monitor partner-sourced and partner-influenced pipeline performance.

• Identify risks, blockers, and market intelligence early to enhance win rates and partner effectiveness.

• Develop operational rigor around forecasting and partner performance management.

• Create the foundational playbook for TigerData's data center SI strategy.

• Gather market feedback and competitive intelligence to refine messaging, positioning, and product strategy.

• Represent TigerData at industry conferences, customer events, and partner meetings.

• Utilize AI tools to enhance partner research, territory planning, account prioritization, pipeline management, forecasting, and operational efficiency.

⛳️ Requirements

• Possess 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.

• Demonstrate a successful track record of recruiting and signing new partners rather than merely managing existing relationships.

• Have experience in supporting hyperscale, colocation, or edge infrastructure markets.

• Be familiar with power management, energy systems, thermal optimization, cooling infrastructure, facility automation, or infrastructure monitoring.

• Understand operational technology (OT), industrial software, or engineering-led technology environments and how systems integrators assess new technologies.

• Have built and executed joint go-to-market plans that resulted in measurable pipeline and revenue outcomes.

• Be motivated by hunting, building, and creating new opportunities from the ground up.

• Have experience collaborating across functions with Legal, Finance, Product, Solutions Engineering, and Sales organizations.

• Exhibit strong executive communication skills and the ability to engage technical stakeholders, business leaders, and C-suite executives with confidence.

• Be comfortable navigating ambiguity and establishing structure where it is lacking.

• Be willing to travel frequently throughout North America.

• Effectively utilize AI tools to enhance productivity, research, planning, communication, and decision-making.

🏝️ Benefits

• Flexible PTO and comprehensive family leave

• Fridays off in August 😎

• Fully remote opportunities globally

• Stock options for long-term growth

• Monthly WiFi stipend

• Professional development and educational resources 📚

• Premium insurance options for you and your family (US-based employees)