Vice President, Global Partnerships - Distributed US

Databases are the beating heart of every business in the world.

What you build and where it takes you shouldn't be limited by the capabilities of your database. We created CockroachDB to be the most highly evolved, cloud-native, distributed SQL database on the planet. Making scale so simple, you don't even have to think about it. Making data so resilient, it becomes impossible to destroy. Making delivery so seamless, your apps run anywhere. Join us on our mission to build a different breed of database—one born in the cloud and built from the ground up to help companies of any size scale fast, survive disaster, and thrive everywhere.

About The Role

The Vice President of Global Partnerships will set, lead, and execute the Cockroach Labs’ channel and ecosystem partnerships with a focus on incremental revenue creation. This strategic role will collaborate with various internal teams to build effective partnerships across the data infrastructure ecosystem, ensuring CockroachDB is well-positioned to scale our cloud partnership program properly. You will bring your deep expertise in identifying technical alignments in complex technical solutions sales motions and proven success in leading a global partner development function. This role will report directly to our President and Chief Revenue Officer. While we are flexible on location for this role, you must be located in the US to be eligble.

You Will

• Drive a global go-to-market strategy and team for our channels and ecosystem partnerships, increasing revenue through customer acquisition and partnership development.
• Build partnerships across technology partner ecosystems, focusing on regional, national, and global opportunities, including leading partner engagement plans, training, and enablement.
• Recruit and lead a strong global partner development team with a demonstrated track record of identifying technical alignments and developing committed, loyal, and scalable partners.
• Develop and maintain a strong working relationship with strategic Cloud Service Providers (CSPs), Global System Integrators (GSIs), Local Value Added Resellers (VARs), and their respective internal organizations.
• Work closely with the team leads for AWS, GCP, Azure, and Red Hat/IBM to build regional relationships that will grow the global partnerships.
• Leverage a deep understanding of CSPs marketplaces, including their internal GTM motions, incentives, and co-selling motions.
• Manage the partner ecosystem pipeline initiation by defining partner development strategy, policies, objectives and initiatives to achieve revenue, profit and growth targets.
• Proactively prospect, identify, qualify, and develop key ecosystem partners with a key focus on building an incremental partner revenue stream through ‘sell with’ and partner-led initiatives.
• Work closely with Engineering, Marketing, Product Management, and other teams to set and execute partnership initiatives.
• Align with our Sales teams to close business to meet and exceed monthly, quarterly, and annual bookings objectives.
• Set measurable goals and drive results in a data-driven manner, focusing on pipeline and new business opportunity generation from partner activities.
• Develop, manage, and report on partner funnel leveraging Salesforce and other company tools.

The Expectations

In your first 30 days, you will learn about CockroachDB and become proficient in the product and sales processes. We believe that it is important for you to build this foundation so you can successfully define our CPS, GSI, and VAR  business strategy. Upon completion of your first month, you will have a strategy in place for revenue goals. 

After 60 days, you'll be competent in partner strategy and mapping. You will work with the President and CRO to set revenue objectives to reach goals. As you gain momentum at Cockroach Labs, you will expand your efforts with strategic partnerships and have a significant impact on the overall revenue growth of Cockroach Labs.

You Have

• 15+ years experience in technology sales
• 8+ years experience as a high-growth SaaS leader building and leading high-performing Channels & Alliances organizations
• Cloud/SaaS Delivery partner building and execution experience 
• Strong industry relationships with various CSPs (Google, AWS, Azure, etc.), GSIs, and VARs.
• Strong track record of achieving sales targets across teams and individually
• Experience managing and coaching through the full sales cycle from prospecting to closing
• Experience with and comfort leveraging sales methodologies
• Experience using Salesforce for accurate forecasting
• A deep understanding of customer needs to design sales process