Channel & Partner Sales Manager, North America & EMEA

TiDB is an open-source, cloud-native, distributed SQL database for elastic scale and real-time analytics. Large and high-growth organizations in markets as varied as financial services, logistics, gaming, e-commerce and software as a service have successfully deployed and expanded their TiDB footprint on mission-critical applications.

Our strong open-source community roots (34,000+ stars on GitHub), innovative products and inclusive culture are what draw passionate and dedicated people to our company. Learn more about PingCAP careers and join our team to be at the forefront of innovation and growth.

Role Overview:

We are seeking a highly motivated Channel & Partner Sales Manager to build and strengthen relationships with our technology, OEM, and channel partners in the North America and EMEA regions. This role will be pivotal in driving joint sales opportunities, ensuring deal alignment with the sales team, and achieving revenue goals through strategic partnerships. In addition to selling and developing partners, you will be responsible for driving marketing activities with your partners to increase brand awareness and product adoption. 

Responsibilities:

Partner Relationship Management:

Identify, onboard, and manage a portfolio of strategic partners.

Develop and execute joint business plans with partners to meet mutual goals.

Act as the primary point of contact for partner inquiries and collaboration.

Deal Matching:

Work closely with partners to identify sales opportunities that align with TiDB’s value proposition.

Collaborate with the sales team to ensure timely engagement and seamless deal execution.

Track and manage deal progress through the sales pipeline.

Go-to-Market Strategy:

Develop and implement co-marketing initiatives with partners to drive brand awareness and lead generation.

Enable partners with the resources, training, and tools needed to effectively position and sell TiDB.

Performance Monitoring:

Monitor the success of partner-led opportunities and provide regular updates to stakeholders.

Identify areas for improvement and optimize partnership strategies accordingly.

Strategic Initiatives:

Explore opportunities to embed TiDB into other leading solutions to drive high-yield revenue growth.

Qualifications:

Bachelor's degree in business, marketing, or a related field.

5+ years in partnership management, channel sales and/or sales leadership in the database or Cloud Services industry.

Deep understanding of the technology consulting industry, including cloud services, digital transformation, enterprise software, and emerging technologies.

Strong business acumen with the ability to analyze market dynamics and identify partnership opportunities that align with organizational goals.

Excellent relationship-building and communication skills, with the ability to influence and collaborate with stakeholders at all levels.

Strong negotiation and contract management skills, with an understanding of legal and financial aspects of partnerships.

Demonstrated track record of successfully driving joint go-to-market initiatives and achieving revenue targets.

Strategic thinking and problem-solving abilities, with a focus on delivering innovative solutions to complex challenges.

Ability to work in a fast-paced, dynamic environment and manage multiple priorities effectively.

Preferred Skills:

Familiarity with SQL databases, distributed systems, or cloud technologies.

Experience working with system integrators, ISVs, or technology alliances.

Knowledge of CRM and partner management tools.

We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. PingCAP also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at PingCAP.