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Because when our customers win, we all win.

The Role

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.

You Will

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

You Have

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

Cockroach 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.

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!

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits.

We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this as posted.

Salaries for candidates outside the U.S. will vary based on local compensation structures.

This position will remain posted until filled. Applicants should apply via our Careers Page.

Annual Anticipated Base Salary Range (U.S)

$175,000—$183,600 USD

Partner Sales Manager - IBM OEM Partnership, AMER

Job Description