Cockroach Labs
Technology
Sr.PartnerSalesManager,IBM-EMEA
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“Sr. Partner Sales Manager, IBM - EMEA at Cockroach Labs. Skills: Partner sales, Revenue generation, OEM partnership. Own and manage IBM OEM partnership. Act as co-sell overlay”
What You'll Achieve.
Drive partner-attributed revenue; Drive partner-sourced revenue; Drive regional revenue; Drive net-new revenue; Drive expansion revenue; Increase market penetration; Drive measurable outcomes
Industry & Context.
Problem-solving skills
Travel across Europe, Based in the U.K.
What They're Looking For.
Must Have
5+ years of experience in partner sales, 5+ years of partnership management, Proven ability to drive revenue through partners, Sales-focused mindset, Experience owning pipeline, Experience forecasting, Experience closing complex deals, Demonstrated success working closely with partner sales teams, Demonstrated success working with internal field sales organizations, Ability to manage multiple accounts, Ability to manage multiple programs, Ability to manage multiple initiatives simultaneously, Organizational skills with attention to detail, Ability to track progress across complex deals, Excellent interpersonal skills, Excellent communication skills, Ability to build trust across organizations, Ability to influence across organizations, Willingness to travel across the U. K, Willingness to travel across broader Europe, Creative, outside-the-box thinker, Ability to adapt to complex partner dynamics, Self-motivated, Target-oriented, Problem-solving skills, Ability to work independently, Fluency with AI across core tasks, Continuous drive to experiment with tools
Nice to Have
OEM experience, Cloud experience, Enterprise technology ecosystems sales experience
What You'll Do.
Own and manage IBM OEM partnership
Act as co-sell overlay
Create partner-sourced pipeline
Progress partner-sourced pipeline
Influence partner-sourced pipeline
Create partner-attributed pipeline
Progress partner-attributed pipeline
Influence partner-attributed pipeline
Generate partner-sourced pipeline
Generate partner-attributed pipeline
Drive regional revenue
Drive net-new revenue
Drive expansion revenue
Identify new customers
Expand footprint within existing accounts
Increase market penetration
Lead account-specific partner programs
Track program progress
Drive measurable outcomes
Support opportunities from deal origin
Support opportunities through close
Partner with sales on strategy
Partner with sales on execution
Partner with sales on negotiations
Drive regional partner enablement
Maintain ownership of pipeline management
Maintain ownership of forecasting
Ensure accurate visibility
Ensure disciplined deal tracking
Ensure consistent internal reporting
Ensure consistent external reporting
Lead pipeline reviews
Lead business reviews
Serve as primary point of contact
Manage communications
Manage executive alignment
Collaborate with Sales teams
Collaborate with Sales Leadership teams
Collaborate with Product teams
Collaborate with Marketing teams
Support partner engagement
Support customer meetings
Support regional events
Integrate AI tools into workflow
How You'll Work.
Team & Collaboration
Cross-functional collaboration; Work with IBM sales; Work with internal sales; Work with Sales teams; Work with Sales Leadership; Work with Product teams; Work with Marketing teams
Communication Scope
Executive alignment; Relationship management
Process & Methodology
Pipeline management, Forecasting, Deal tracking
Full Job Description
Category-defining tech. Career-defining work. The next era of software won’t operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile, reactive, or limited by the assumptions of the past. Cockroach Labs exists to build what comes next — before the world requires it. We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we’re helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale. This is the kind of challenge that attracts people who want to shape industries, not just participate in them. The work is ambitious, the standards are high, and the impact is real. The Role Cockroach Labs is seeking an experienced Partner Sales Manager to own and grow our OEM partnership with IBM across the EMEA region, with primary focus on the United Kingdom. Based in the U.K., this role is focused on driving partner-attributed and partner-sourced revenue through co-sell alignment, joint execution, and close collaboration with IBM’s regional sales organization and Cockroach Labs’ internal field sales teams. You will act as the regional owner and overlay lead for the IBM partnership in the EMEA region—responsible for relationship management, co-sell, pipeline development, partner enablement, deal support, and forecasting. This is a highly collaborative, cross-functional role that works alongside field sales teams to influence, accelerate, and scale partner-led opportunities. You Will Own and manage the IBM OEM partnership across the EMEA region, serving as the primary regional owner and point of accountability Act as a co-sell overlay, working closely with IBM’s Americas sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner-sourced and partner-attri
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