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.