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 Role

As a Partner Solutions Architect for the Americas at Cockroach Labs, you will serve as the technical authority for our partner ecosystem across the Americas region — spanning Cloud Service Providers (AWS, GCP, Azure), ISVs, OEMs, and Global Systems Integrators. You will combine deep technical credibility with partner-facing leadership to drive integrations, validated architectures, enablement, and pipeline influence across the region's most strategic partner motions.

You are the CRL person your partners know by name. You run the meetings. You set the agenda. You follow up. BDs own the relationship and the number — you own the technical authority , GTM and the integration strategy along with business development managers.

While we are open to remote hires for this role, you must be based in the US to be eligible, and have the ability to travel up to 50%.

You Will

Act as the trusted technical advisor and strategic partner to Americas-based Cloud, ISV, OEM, and GSI partners — leading architectural discussions, design exercises, and integration planning at all levels of partner and customer organizations

Lead deep technical conversations with partner engineering and solutions architecture teams — providing guidance on CockroachDB architecture, deployment patterns, migration strategies, and integration design

Build and publish reusable technical assets — validated architectures, reference implementations, GitHub repos, demos, and proof-of-concept applications — that the broader field organization and BDs can leverage in partner and customer engagements

Contribute a minimum of 1 ecosystem integration per quarter as part of the team's global integration catalog, building CockroachDB's presence across AI/ML frameworks, data pipelines, developer tools, and cloud marketplaces

Formulate and execute technical partner strategy in close collaboration with your Business Development counterparts to exceed pipeline and revenue objectives

Ensure partner and customer success in designing, building, and migrating applications to CockroachDB from legacy platforms

Author or contribute to joint customer-facing publications — white papers, blogs, case studies, proof of concepts, and conference presentations

Use AI tools (Mica, Claude Code, Cursor) as part of your daily workflow to compress reactive support work, generate content, automate reporting, and accelerate asset creation

Capture and systematize knowledge — build Mica skills, contribute to the team knowledge base, and create automation workflows so one-time answers become permanent, reusable assets

Build deep relationships with senior technical staff across partner organizations and enable them to be CockroachDB advocates within their ecosystem

Stay current on industry trends, cloud platform roadmaps, competitive landscape, and emerging partner technologies to identify opportunities and inform integration strategy

Collaborate cross-regionally — your Americas expertise (AWS, cloud marketplace, enterprise architectures) flows to EMEA and APAC partners when needed, and vice versa

The Expectations

In your first 30 days, you will learn about CockroachDB and become proficient in the product and our AI-native tooling stack. You will onboard the Americas partner landscape, meet key BDs and partners, and understand the active pipeline and strategic priorities for the region.

By the end of your first 90 days, you will have effectively onboarded onto Americas regional coverage, shipped 1+ reusable technical assets (repo, validated architecture, or demo), integrated AI tools into your daily workflow, and received positive BD feedback on your technical leadership in partner conversations. You should have your first ecosystem integration contribution scoped or in progress, and be operating with structured autonomy — owning your priorities, coming with plans, and shipping weekly.

You Have

10+ years in pre-sales, solutions architecture, partner engineering, or technical consulting roles within the cloud technology space

Deep understanding of cloud ecosystems, including AWS, GCP, and Azure — their partnership programs, marketplace mechanics, co-sell motions, and technical certification processes

Strong hands-on technical skills — you can build demos, write code, design architectures, and run POCs. You are not purely a slide-and-talk SA

Experience with relational databases, distributed systems, and/or SQL — knowledge of PostgreSQL, CockroachDB, or distributed SQL is a strong plus

Proven ability to lead technical conversations with senior partner and customer stakeholders — architects, engineering leads, CTOs — and influence technical decisions

Experience building and publishing reusable technical assets — repos, white papers, blogs, validated architectures, or reference implementations

Proficiency with AI-assisted tools and workflows — you currently use AI tools (Copilot, ChatGPT, Claude, Cursor, or similar) in your work and see AI as an accelerator, not a novelty

Strong business acumen — you understand partner economics, marketplace dynamics, SCA funding models, and how technical work connects to pipeline and revenue

Self-directed and initiative-driven — you identify priorities, create plans, and execute without waiting to be told what to do

Excellent communication and presentation skills — written, verbal, and in-person

Ability to travel as needed for partner events, customer meetings, and conferences

Preferred Qualifications

Past experience working as an SE/SA for product companies , preferably Databases, data warehouses and data infrastructures.

Past experience working at or with Global and/or Regional Systems Integrators (Accenture, Deloitte, TCS, Infosys, etc.)

Past experience writing and publishing technical white papers, blogs, or conference talks

Experience with ISV partnership programs, technical certification workflows, or ecosystem development

Familiarity with AI/ML frameworks, data pipeline technologies (Kafka, CDC, Airbyte), or modern application frameworks (Next.js, Spring Boot, Django)

Experience with infrastructure-as-code tools (Terraform, Pulumi) and DevOps practices

Past experience at a database, infrastructure, or developer tools company

Master's degree in Computer Science, Engineering, or related field

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)

$188,000—$210,000 USD

Principal Partner Solutions Architect - Distributed US

Job Description