Channel Sales Manager, Data Center

About the role

As a Channel Sales Manager, Data Center, you will build one of TigerData’s most strategic routes to market from the ground up. Reporting into the Partnerships organization, you will recruit, negotiate, and activate relationships with the systems integrators shaping the future of AI infrastructure and modern data centers across North America.

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.
• Develop 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.
• 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

We expect candidates to demonstrate practical AI fluency and a willingness to incorporate AI into daily workflows. You could be a great fit if you...

• Have 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.
• Have a track record of recruiting and signing net-new partners rather than simply managing inherited relationships.
• Have experience supporting hyperscale, colocation, or edge infrastructure markets.
• Have familiarity with power management, energy systems, thermal optimization, cooling infrastructure, facility automation, or infrastructure monitoring.
• Understand operational technology (OT), industrial software, or engineering-led technology environments and know how systems integrators evaluate new technologies.
• Have built and executed joint go-to-market plans that generated measurable pipeline and revenue outcomes.
• Are energized by hunting, building, and creating new opportunities from scratch.
• Have experience working cross-functionally with Legal, Finance, Product, Solutions Engineering, and Sales organizations.
• Possess strong executive communication skills and can confidently engage technical stakeholders, business leaders, and C-suite executives.
• Are comfortable operating in ambiguity and creating structure where none exists.
• Are willing to travel regularly throughout North America.
• Use AI tools effectively to improve productivity, research, planning, communication, and decision-making.

Qualifications

You might not be a great fit if...

• You prefer inheriting mature partner programs rather than building new ones.
• You want a highly structured environment with established playbooks and defined processes.
• You prefer account management over business development and partner recruitment.
• You are uncomfortable negotiating commercial agreements and navigating ambiguity.
• You prefer working solely within your own function and not collaborating across Sales, Product, Legal, Finance, and Solutions Engineering.
• You are not excited about technical products, infrastructure, databases, or operational technology.
• You want to define strategy but not own execution.
• You are looking for a role with minimal travel.