OT Channel Sales Manager

What you will be responsible for in this role

Build TigerData's OT Systems Integrator Ecosystem

• Identify, recruit, and sign systems integrators with deep operational technology expertise firms that design and deploy SCADA, DCS, historian, BMS, EPMS, power monitoring, and broader control architectures.
• Target integrators across industrial verticals including manufacturing, energy and utilities, oil and gas, and data centers, prioritizing firms whose project portfolios align with TigerData's technical strengths.
• Develop and maintain a prioritized target account strategy based on SI market presence, customer footprint, vertical focus, technical capabilities, and project volume.

Develop Strategic Partner Motions

• Structure reseller, referral, co-sell, and design partnership agreements tailored to the OT systems integrator ecosystem.
• Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks.

Assess and Build Partner Competency

• Assess the technical and commercial competency of prospective and newly signed partners identifying where each firm sits today relative to what they need to specify, deploy, and support TimescaleDB Enterprise confidently.
• Develop targeted enablement plans that close identified gaps, working alongside Solutions Architecture, Product, and the Partner Program function.
• Equip partners to position TimescaleDB Enterprise within project bids, reference architectures, and historian modernization proposals.

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.

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.

Help Shape the Future of the Program

• Represent TigerData at industrial automation conferences, vertical industry events, 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.