Senior Manager, GSI

Summary

Join Cockroach Labs as a Senior Partner Manager and drive revenue growth by fostering strategic partnerships with Global System Integrators (GSIs) across North America. This pivotal role requires developing and executing a comprehensive GSI partner strategy, building strong relationships with GSI leaders, and collaborating with internal teams. You will be responsible for pipeline generation, partner enablement, and conducting regular QBRs. This remote position requires 10+ years of quota-carrying experience in a fast-paced sales environment and a deep understanding of the North American technology market. Cockroach Labs offers a competitive salary, comprehensive benefits, and opportunities for professional development.

Requirements

• 10+ years of quota-carrying experience in generating pipeline and selling through GSI partners in a fast-paced, matrixed sales environment
• Deep understanding of the North American market and its key technology trends
• Excellent communication, presentation, and interpersonal skills with the ability to build strong relationships with both internal and external stakeholders
• Ability to develop and execute strategic plans, analyze market trends, and identify new opportunities
• Proven track record of achieving and exceeding sales quotas or driving significant revenue through GSI partnerships
• Knowledge of technology, applications, products/solutions, platforms, and SaaS
• Ability to effectively collaborate with cross-functional teams and build consensus
• Highly motivated, driven, and results-oriented with a strong desire to succeed
• Openness and ability to travel ~50%

Responsibilities

• Develop and Execute GSI Partner Strategy
• Define and execute a strategic roadmap for GSI partnerships in North America, aligned with overall company business objectives
• Develop Partner Relationships
• Build and maintain strong relationships with executive leaders and account leaders in GSIs
• Develop joint go-to-market plans with GSI partners, including co-marketing initiatives, sales enablement programs, and joint customer engagements
• Drive Pipeline Generation and Revenue Growth
• Proactively prospect, identify, and qualify sales opportunities through GSI partners
• Collaborate closely with the field teams to accelerate and drive deal closure for both partner sourced and partner influenced deals
• Establish and maintain a robust sales pipeline through GSI channels, with a monthly and quarterly sales forecasts
• Lead Partner Enablement
• Lead the engagement of strategic SI partners to develop their sales, pre-sales, and delivery capabilities
• Ensure partners are adequately trained and certified on CockroachDB
• Amplify partners to build champions and capabilities to effectively deliver for their customers
• Organize and Facilitate Quarterly Business Reviews (QBRs)
• Organize and conduct regular QBRs with key GSI partner leaders and internal leadership teams
• Drive accountability and track progress towards key performance indicators (KPIs)
• Identify and address any challenges or roadblocks for a successful partnership

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits