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Tiger Data (formerly Timescale), a PostgreSQL platform company trusted by 2,000+ customers globally, is seeking an OT Channel Sales Manager to build their operational technology (OT) systems integrator ecosystem from the ground up. Reporting to the Partnerships organization, you will recruit, negotiate, and activate relationships with systems integrators who design and deploy control architectures across industrial environments—including manufacturers, energy and utility operators, oil and gas producers, and data center operators.
Key responsibilities include:
**Building the OT SI Ecosystem**: Identify and recruit systems integrators with deep OT expertise in SCADA, DCS, historian, BMS, EPMS, and power monitoring. Target firms across manufacturing, energy/utilities, oil & gas, and data centers whose project portfolios align with Tiger Data's strengths. Develop a prioritized target account strategy based on market presence, customer footprint, vertical focus, and technical capabilities.
**Developing Strategic Partner Motions**: Structure reseller, referral, co-sell, and design partnership agreements tailored to the OT SI ecosystem. Partner with Marketing, Finance, Legal, and Product to develop scalable commercial frameworks.
**Assessing and Building Partner Competency**: Evaluate prospective and newly signed partners' technical and commercial capabilities. Develop targeted enablement plans working with Solutions Architecture and Product. Equip partners to position TimescaleDB Enterprise in project bids, reference architectures, and historian modernization proposals.
**Driving Joint Go-to-Market Execution**: Build and execute joint GTM plans with signed partners. Coordinate account mapping, pipeline generation, and co-selling with Tiger Data's direct sales team. Support partners through first opportunities and deployments.
**Pipeline and Forecasting Ownership**: Maintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts. Track partner-sourced and partner-influenced pipeline performance.
**Program Representation**: Represent Tiger Data at industrial automation conferences, vertical industry events, and partner meetings. Leverage AI tools to improve partner research, territory planning, account prioritization, and operational efficiency.
This is a builder role for someone who thrives in ambiguity, enjoys creating playbooks from scratch, and wants to leave a visible mark on a rapidly growing business. You'll work closely with Sales, Product, Solutions Architecture, Finance, and Legal. Regular travel throughout North America (up to 50%) is expected.
**Requirements:**
- 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development
- Proven track record of recruiting and signing net-new partners (not just managing inherited relationships)
- Hands-on experience working with OT software systems integrators; understanding of how integrators scope, specify, and deploy control architectures
- Working familiarity with industrial historians and the operational data layer; ability to hold credible technical conversations about data collection, retention, and historian placement within control architectures
- Fluency in the OT technology stack: SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and connecting protocols/architectures
- Track record of building and executing joint go-to-market plans that generated measurable pipeline and revenue outcomes
- Strong executive communication skills; ability to engage controls engineers, practice leads, business leaders, and C-suite executives
- Willingness to travel regularly throughout North America (up to 50%)
**Nice to Have:**
- Existing relationships with OT systems integrators across one or more industrial verticals
- Experience structuring and negotiating complex commercial agreements (reseller, referral, co-sell, strategic partnerships)
- Experience selling historian platforms, time-series databases, industrial software, or operational data platforms
- Familiarity with historian modernization and displacement narratives (OSIsoft PI, AVEVA, legacy platforms)
- Previous experience helping build and scale an early-stage partner program
