Partner Director, IBM - APAC

<div class="job-post-container" style="position: relative; background-color: white; padding: 20px; max-width: 1000px; margin: 0 auto; box-shadow: 0px 0px 10px rgba(0, 0, 0, 0.1); min-height: 500px; border: 5px solid #0037A5;"> <div style="position: absolute; top: 0; left: 2; width: 200px; height: 300px; margin-top: 30px; opacity: 1; z-index: 1;"> </div> <div class="job-post-content" style="position: relative; z-index: 2;"> <h1 style="font-family: Arial, sans-serif; color: rgb(51, 51, 51); line-height: 1.2; margin-top: 20px; text-align: center;"><img style="max-width: 100%; float: left;" src="https://i.imgur.com/b9m4CJj.jpeg" alt="" width="92"></h1> <h1 style="font-family: Arial, sans-serif; color: rgb(51, 51, 51); line-height: 1.2; margin-top: 20px; text-align: center;"> </h1> <h1 style="font-family: Arial, sans-serif; color: rgb(51, 51, 51); line-height: 1.2; margin-top: 20px; text-align: center;"> </h1> <h1 style="font-family: Arial, sans-serif; color: rgb(51, 51, 51); line-height: 1.2; margin-top: 20px; text-align: center;">Category-defining tech. Career-defining work.</h1> <p style="text-align: center;">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. </p> <h3 style="text-align: center;">Because when our customers win, we all win. </h3> <p> </p> <hr> <h2><span style="color: rgb(0, 0, 0);"><strong>The Role</strong></span></h2> <p>Cockroach Labs is seeking an experienced Partner Sales Manager to own and grow our OEM partnership with IBM across the APAC region. <strong>Based in Singapore</strong>, this role is focused on driving direct partner-attributed revenue through close alignment with IBM’s regional sales organization and Cockroach Labs’ internal sales teams.</p> <p>You will act as the regional owner of the IBM partnership in APAC—responsible for relationship management, pipeline development, deal execution, enablement, and forecasting. This is a highly sales-oriented, cross-functional role requiring close collaboration with internal Sales, Product, Partner Marketing, and Sales Leadership teams, as well as IBM stakeholders, to drive partner-led growth across the region.</p> <h2><strong>You Will</strong></h2> <ul> <li>Own and manage the IBM OEM partnership across APAC</li> <li>Work closely with IBM’s APAC sales organization and Cockroach Labs’ sales teams to generate, progress, and close partner-sourced and partner-attributed pipeline, directly driving regional revenue through joint selling motions.</li> <li>Manage account-specific programs, track account progress, and drive measurable outcomes across priority IBM accounts</li> <li>Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations</li> <li>Drive regional partner enablement, including sales training, field readiness, and messaging alignment</li> <li>Forecast partner-driven deals internally and maintain accurate, up-to-date pipeline visibility</li> <li>Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders</li> <li>Maintain clear ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting.</li> <li>Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across APAC, including escalation management when needed</li> <li>Collaborate cross-functionally with Sales, Sales Leadership, Product, and Partner Marketing teams</li> <li>Travel across the APAC region to support partner engagement, customer meetings, and regional events</li> <li>Drive net-new and expansion revenue by working closely with IBM and Cockroach Labs sales teams to identify new customers, expand foot ... (truncated, view full listing at source)