# Channel Sales Manager, Data Center

**Company:** [Tigerdata](https://hotfix.jobs/companies/tigerdata)
**Location:** Remote
**Role:** Business Development
**Experience:** 6+ years
**Skills:** Channel Sales, Partner Sales, Business Development, Alliances, Ecosystem Development, Gtm Planning, CRM, Pipeline Forecasting, Commercial Negotiations, AI Tools
**Posted:** 2026-06-17

> Build TigerData's data center systems integrator ecosystem from scratch. Recruit, negotiate, and activate channel partnerships with SIs serving hyperscale, colocation, and edge operators across North America.

## Job Description

## 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.

## Similar roles

- [Deal Lead, Corporate Development](https://hotfix.jobs/jobs/c74c30ea-b4e9-45dd-a2db-86173ed34d35) - Kraken - Remote - $134k – $299k/yr
- [Business Development Manager, Platform Partnerships](https://hotfix.jobs/jobs/49b55ed1-024e-424d-b97b-16fdd6575f43) - Square - California - $164k – $297k/yr
- [Senior Business Development Manager, New Products](https://hotfix.jobs/jobs/95b3394c-46ed-49bb-8be9-1fce9ebf939b) - Mozilla - Remote - $152k – $238k/yr
- [Senior Business Development Manager, New Products](https://hotfix.jobs/jobs/7c844db9-0dfa-424e-ab0c-f569839142b6) - Mozilla - Remote
- [Startup Market Lead, AMER](https://hotfix.jobs/jobs/535ced5e-7aa9-4be3-bcee-18d5363591d1) - Notion - San Francisco, CA - $135k – $200k/yr

**Apply:** https://hotfix.jobs/jobs/8e71de59-f059-4636-87d7-a6650f26f9b8
**Canonical:** https://hotfix.jobs/jobs/8e71de59-f059-4636-87d7-a6650f26f9b8