OT Channel Sales Manager

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

📋 Description

• Develop the ecosystem of TigerData's OT systems integrators.

• Identify, recruit, and onboard systems integrators who specialize in operational technology.

• Focus on integrators in sectors such as manufacturing, energy and utilities, oil and gas, and data centers.

• Create and sustain a prioritized strategy for target accounts.

• Formulate agreements for reselling, referrals, co-selling, and design partnerships.

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

• Evaluate the technical and commercial capabilities of partners.

• Develop tailored enablement plans alongside the Solutions Architecture, Product, and Partner Program teams.

• Equip partners to effectively position TimescaleDB Enterprise during project bids, reference architectures, and historian modernization proposals.

• Design and implement joint go-to-market strategies.

• Oversee account mapping, pipeline generation, and co-selling initiatives with direct sales teams.

• Assist partners through initial opportunities and deployment phases.

• Maintain CRM reports regarding recruitment status, partner opportunities, and revenue forecasts.

• Monitor the performance of partner-sourced and partner-influenced pipelines.

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

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

⛳️ Requirements

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

• Proven history of recruiting and signing new partners.

• Direct experience collaborating with OT software systems integrators.

• Familiarity with industrial historians and the operational data layer.

• Proficient in the OT technology stack, including SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and associated protocols and architectures.

• Demonstrated experience in building and executing joint go-to-market plans that yield measurable pipeline and revenue results.

• Exceptional executive communication skills, capable of engaging controls engineers, practice leads, business leaders, and C-suite executives.

• Willingness to travel regularly across North America, up to 50% of the time.

• Existing relationships with OT systems integrators within one or more industrial verticals (preferred).

• Experience in structuring and negotiating reseller, referral, co-sell, and strategic partnership agreements (preferred).

• Background in selling historian platforms, time-series databases, industrial software, or operational data platforms (preferred).

• Understanding of historian modernization and displacement narratives related to OSIsoft PI, AVEVA, and similar legacy platforms (preferred).

• Prior experience in developing and scaling an early-stage partner program (preferred).

🏝️ Benefits

• Flexible PTO and comprehensive family leave.

• Fridays off during the month of August.

• Fully remote work opportunities available globally.

• Stock options for long-term financial growth.

• Monthly WiFi stipend.

• Access to professional development and educational resources.

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