We are seeking a highly motivated and results-driven Partner Sales Manager to significantly expand our presence and drive revenue growth in LATAM. This role is crucial for scaling our business by leveraging the cooperation with hyperscalers and key local channel partners, including but not limited in resellers, SIs, and service providers. This position is quota-carrying; the Partner Sales Manager will be directly responsible for achieving a dedicated sales target by facilitating the resale and increasing the adoption of TiDB products throughout our partner ecosystem.
Key Responsibilities:Sales Quota and Revenue Generation
- Manage an individual sales quota, deriving partner-sourced and close sales opportunities.
- Collaborate with partners to identify, qualify, and accelerate strategic sales opportunities.
- Develop comprehensive account plans with top-tier partners to maximize TiDB visibility and sales velocity.
- Accurately forecast and report on partner pipeline and quota attainment.
Partner Development and Management
- Recruit, onboard, and manage strategic channel partners (resellers, SI's, distributors), primarily aligned with target cloud vendors.
- Cultivate executive-level relationships with key personnel at Azure, Alibaba Cloud, etc. and their top partners.
- Establish joint GTM strategies, enablement programs, and co-selling motions to boost TiDB adoption via the partner network.
- Ensure partners are enabled, certified, and motivated to sell TiDB effectively.
Go-to-Market Development
- Localize partner GTM strategies in assigned territory.
- Execute joint marketing campaigns, events, and pipeline acceleration programs.
- Provide market feedback on competitive dynamics, pricing, and partner requirements.
- 8+ years of enterprise or cloud sales experience, with at least 4+ years in partner-led or channel sales roles.
- Proven quota-carrying track record selling through: cloud marketplaces, distributors, SIs or MSP
- Strong working relationships with Azure or other hyperscaler field organizations and partner teams.
- Experience selling data infrastructure, databases, SaaS platforms, or cloud-native technologies.
- Demonstrated ability to recruit, manage, and scale a high-performing channel partner network.
- Fluency in Portuguese strongly preferred depending on region.
- Experience operating in a fast-paced, high-growth startup environment (preferred).
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. TiDB 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 TiDB.
Skills Required
- 8+ years of enterprise or cloud sales experience
- 4+ years in partner-led or channel sales roles
- Proven quota-carrying track record selling through cloud marketplaces
- Strong relationships with Azure or other hyperscaler field organizations
- Experience selling data infrastructure or cloud-native technologies
- Demonstrated ability to manage a high-performing channel partner network
- Fluency in Portuguese
- Experience in a fast-paced startup environment
What We Do
Founded in 2015, TiDB was born from the vision of three talented software engineers who set out to build a database system that would be more scalable and reliable than MySQL, while retaining its rich ecosystem of tools and frameworks. They also wanted a true open-source solution, ensuring flexibility and compatibility. What they didn’t know then was how TiDB would grow to become one of the world’s most popular distributed SQL databases. With over 39,000 GitHub stars, TiDB is the leading open-source distributed SQL database, designed to power data-intensive applications with relentless elasticity, versatility, and reliability. Today, TiDB is trusted by world-renowned organizations such as Databricks, Plaid, Pinterest, and Atlassian to handle their most critical workloads, allowing developers to innovate faster and focus on building features rather than managing infrastructure. Powered by PingCAP, TiDB continues to push the boundaries of what’s possible in data management. With support from leading firms like Sequoia Capital, GGV Capital, Access Technology Ventures, and Coatue Management, TiDB is on a mission to empower developers worldwide to distribute their data with speed, agility, and scale.
