Channel Sales Manager, Data Center

Job description

At Tiger Data, formerly Timescale, we empower developers and businesses with the fastest PostgreSQL platform designed for transactional, analytical, and agentic workloads. Trusted globally by thousands of organizations, Tiger accelerates real-time insights, drives intelligent applications, and powers critical infrastructure at scale. As a globally distributed, remote-first team committed to direct communication, accountability, and collaborative excellence, we're shaping the future of data infrastructure, built for speed, flexibility, and simplicity. 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. The channel partnerships you build will directly influence how hyperscale, colocation, and edge operators adopt TigerData's technology for operational intelligence, energy management, facility monitoring, and AI-driven infrastructure. This is a builder role for someone who thrives in ambiguity, enjoys creating playbooks from scratch, and wants to leave a visible mark on a rapidly growing business. You'll work closely with Sales, Product, Solutions Architecture, Finance, and Legal to define what a world-class data center partner ecosystem looks like at TigerData. If you're energized by opening doors, creating new markets, and influencing how a category leader scales, this role offers a rare opportunity to do exactly that. 📍 Location: This role is remote and can be based anywhere in the United States. Regular travel throughout North America is expected. WHAT YOU WILL BE RESPONSIBLE FOR IN THIS ROLE 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. 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. NICE-TO-HAVE EXPERIENCE - 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. 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. OUR COMMITMENT: - We respond to every applicant. - We review applications fairly and objectively, and shortlist based on relevant skills and experience. - We ensure clear and timely communication throughout your candidate journey. - We maintain a rigorous interview process with a high bar, designed to give you the opportunity to meet various team members you'll collaborate with across our organization. ABOUT TIGER DATA🐯 https://www.tigerdata.com/about Tiger Data, formerly Timescale, sets the standard as the fastest PostgreSQL platform for modern workloads. Trusted by more than 2,000 customers across 25+ countries and powering over 3 million active databases, we enable developers and organizations to build real-time, intelligent applications at scale. Backed by $180 million from top-tier investors, Tiger Data is building the new standard for data infrastructure, built on PostgreSQL, designed for the future. 👉 👉 Want to get a feel for how we work and what we value? Check out our blog post: What It Takes to Thrive at Tiger Data https://www.timescale.com/blog/what-it-takes-to-thrive-at-timescale We embrace diversity, curiosity, and collaboration. Whether debating the perfect chicken nugget crunch 🍗, sharing workout routines 💪, or discussing your favorite plants 🌱 and pets 🐾, you'll find your community here. OUR TECH STACK: We don't require previous experience with our tech stack, but enthusiasm for learning is key. Our technologies include PostgreSQL, Tiger Cloud, AWS, Go, Docker, Kubernetes, Python, and innovative features like Hypertables, Hypercore, vector search, and real-time analytics. Learn more at https://www.tigerdata.comwww.tigerdata.com http://www.tigerdata.com or follow us on Twitter https://twitter.com/TigerData@TigerDatabase https://x.com/TigerDatabase WHAT WE OFFER: (Please note that benefits may vary based on country.) - Flexible PTO and comprehensive family leave - Fridays off in August 😎 - Fully remote opportunities globally - Stock options for long-term growth - Monthly WiFi stipend - Professional development and educational resources 📚 - Premium insurance options for you and your family (US-based employees) Ready to join the future of PostgreSQL? We can’t wait to meet you. 🚀🐯