Cockroach Labs · 1 hour ago
Partner Sales Manager - IBM OEM Partnership, AMER
United States
Full-time
Remote
Senior Level
$175K/yr - $184K/yr
5+ years expCockroach Labs is a company that specializes in building and scaling applications with their innovative CockroachDB technology. They are seeking an experienced Partner Sales Manager to grow their OEM partnership with IBM across the Americas, focusing on driving partner-attributed revenue and collaborating with IBM’s sales organization. The role involves relationship management, pipeline development, and supporting sales strategies to drive revenue growth.
Cloud ComputingDatabaseEnterprise SoftwareSoftware
Responsibilities
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
Qualification
Required
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
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!
Company
Cockroach Labs
Cockroach Labs is a software company that develops a cloud-native SQL database for modern cloud applications.
501-1000 employees
H1B Sponsorship
Cockroach Labs has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (4)
2024 (10)
2023 (5)
2022 (4)
2021 (11)
2020 (2)
Funding
Current Stage
Late StageTotal Funding
$633.1MKey Investors
GreenoaksAltimeter CapitalRedpoint
2021-12-16Series F· $278M
2021-01-12Series E· $160M
2020-05-05Series D· $86.6M
Leadership Team
Spencer Kimball
CEO
Peter Mattis
CTO and VP of Engineering
Recent News
2025-12-09
Index Ventures
2025-12-08
Company data provided by crunchbase