Partner Sales Manager - IBM OEM Partnership, AMER

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 RoleCockroach 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.You WillOwn and manage the IBM OEM partnership across the Americas, serving as the primary regional owner and point of accountabilityAct 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 pipelineWork 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 motionsDrive net-new and expansion revenue by identifying new customers, expanding footprint within existing accounts, and increasing market penetration across the U.S. and CanadaLead account-specific partner programs and execution plans for priority IBM accounts, tracking progress and driving measurable outcomesSupport opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiationsDrive regional partner enablement, including sales training, field readiness, and messaging alignmentMaintain ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reportingLead regular pipeline, deal, and business reviews with IBM and internal stakeholdersServe as the primary point of contact for relationship management, communications, and executive alignment with IBM across the Americas, including escalation management when neededCollaborate cross-functionally with Sales, Sales Leadership, Product, and Marketing teamsTravel across the U.S. and Canada to support partner engagement, customer meetings, and regional eventsYou Have5+ years of experience in partner sales or partnership managementProven ability to drive revenue through partners, ideally within OEM, cloud, or enterprise technology ecosystemsStrong sales-focused mindset with experience owning pipeline, forecasting, and closing complex dealsDemonstrated success working closely with partner sales teams and internal field sales organizationsHighly motivated, proactive, and comfortable operating autonomously in a regional roleAbility to manage multiple accounts, programs, and initiatives simultaneouslyStrong organizational skills with attention to detail and the ability to track progress across complex dealsExcellent interpersonal and communication skills, with the ability to build trust and influence across organizationsWillingness to travel across the U.S. and CanadaCreative, outside-the-box thinker who can adapt to complex partner dynamicsSelf-motivated, target-oriented, with strong problem-solving skills and the ability to work independently in a fast-paced environmentCockroach 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.Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.BenefitsStock OptionsMedical InsuranceVision InsuranceDental InsuranceLife and Disability InsuranceProfessional Development FundsFlexible Time OffPaid HolidaysPaid Sick DaysPaid Parental LeaveRetirement BenefitsMental Wellbeing BenefitsAnd more!The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligi