Partner Sales Manager - IBM OEM Partnership, AMER

<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 Americas, with primary focus on the United States and Canada. Based in the U.S., this role is focused on driving partner-attributed and partner-sourced revenue through co-sell alignment, joint execution, and close collaboration with IBM’s regional sales organization and Cockroach Labs’ internal field sales teams.</p> <p>You will act as the regional owner and overlay lead for the IBM partnership in the Americas—responsible for relationship management, co-sell, pipeline development, partner enablement, deal support, and forecasting. This is a highly collaborative, cross-functional role that works alongside field sales teams to influence, accelerate, and scale partner-led opportunities.</p> <h2><strong>You Will</strong></h2> <ul> <li>Own and manage the IBM OEM partnership across the Americas, serving as the primary regional owner and point of accountability</li> <li>Act as a co-sell overlay, working closely with IBM’s Americas sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner-sourced and partner-attributed pipeline</li> <li>Work closely with IBM’s Americas sales organization and Cockroach Labs’ sales teams to generate and progress partner-sourced and partner-attributed pipeline, directly driving regional revenue through joint selling motions</li> <li>Drive net-new and expansion revenue by identifying new customers, expanding footprint within existing accounts, and increasing market penetration across the U.S. and Canada</li> <li>Lead account-specific partner programs and execution plans for priority IBM accounts, tracking progress and driving measurable outcomes</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>Maintain ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting</li> <li>Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders</li> <li>Serve as the primary point of contact for relationship management, communications, and executive alignment ... (truncated, view full listing at source)