Channel Sales Manager, Data Center

Responsibilities

• Build TigerData's Data Center SI Ecosystem
  • Identify, recruit, and sign systems integrators focused on data center design, construction, modernization, and operations.
  • Develop and maintain a prioritized target account strategy based on SI market presence, customer footprint, technical capabilities, and project volume.
  • Build executive and practitioner-level relationships across engineering, delivery, alliance, and leadership stakeholders within partner organizations.
  • Lead commercial negotiations from initial outreach through executed channel partnerships agreements.
• Develop Strategic Partner Motions
  • Structure reseller, referral, co-sell, and design partnership agreements tailored to the data center SI ecosystem.
  • Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks.
  • Define activation plans and success milestones for partners at 90, 180, and 365 days.
  • Establish repeatable approaches for partner recruitment, onboarding, and commercialization.
• Drive Joint Go-to-Market Execution
  • Build and execute joint GTM plans with newly signed partners.
  • Coordinate account mapping, pipeline generation activities, and co-selling motions with TigerData's direct sales organization.
  • Support partners through their first opportunities and deployments to ensure successful outcomes and long-term adoption.
  • Collaborate closely with Solutions Architecture and Product teams to position TimescaleDB Enterprise within complex data center environments.
• Own Pipeline Creation and Forecasting
  • Maintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts.
  • Track partner-sourced and partner-influenced pipeline performance.
  • Surface risks, blockers, and market intelligence early to improve win rates and partner effectiveness.
  • Develop operational rigor around forecasting and partner performance management.
• Help Shape the Future of the Program
  • Build the foundational playbook for TigerData's data center SI strategy.
  • Capture market feedback and competitive intelligence to improve messaging, positioning, and product strategy.
  • Represent TigerData at industry conferences, customer events, and partner meetings.
  • Leverage AI tools to improve partner research, territory planning, account prioritization, pipeline management, forecasting, and operational efficiency.

Requirements

• 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.
• Track record of recruiting and signing net-new partners rather than simply managing inherited relationships.
• Experience supporting hyperscale, colocation, or edge infrastructure markets.
• Familiarity with power management, energy systems, thermal optimization, cooling infrastructure, facility automation, or infrastructure monitoring.
• Understanding of operational technology (OT), industrial software, or engineering-led technology environments and how systems integrators evaluate new technologies.
• Experience building and executing joint go-to-market plans that generated measurable pipeline and revenue outcomes.
• Experience working cross-functionally with Legal, Finance, Product, Solutions Engineering, and Sales organizations.
• Strong executive communication skills; ability to engage technical stakeholders, business leaders, and C-suite executives.
• Comfort operating in ambiguity and creating structure where none exists.
• Willingness to travel regularly throughout North America.
• Practical AI fluency and willingness to incorporate AI into daily workflows.

Nice-to-Haves

• Existing relationships with data center-focused systems integrators.
• Experience structuring and negotiating complex commercial agreements including reseller, referral, co-sell, and strategic partnership arrangements.
• Experience selling historian platforms, time-series databases, industrial software, or operational data platforms.
• Previous experience helping build and scale an early-stage partner program.
• Knowledge of AI infrastructure buildouts and the ecosystem supporting modern data centers.