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Salary: USD 188,000 - 210,000 / annual
Cockroach Labs is seeking a Principal Partner Solutions Architect to lead technical strategy and execution across the Americas partner ecosystem. You will be the technical authority for Cloud, ISV, OEM, and GSI partner motions, combining deep technical credibility with strategic leadership to multiply CockroachDB's market reach.
In this builder role, you own your domain end-to-end: identifying integration opportunities proactively, building and certifying technical assets, shaping go-to-market narratives, enabling partners, and driving pipeline influence. You will formulate and execute technical partner strategy in collaboration with Business Development counterparts, develop comprehensive content (executive presentations, white papers, technical blogs, case studies, webinars, conference talks, demo videos, and co-marketing packages), and act as a trusted technical advisor to Americas-based partners during discovery and opportunity identification.
Key responsibilities include leading architectural discussions and design exercises across all organizational levels (from developers to C-suite), supporting POCs and technical validation, providing deep technical guidance on architecture and deployment patterns, building reusable technical assets (validated architectures, SDKs, reference implementations, GitHub repos), and amplifying integration launches with co-marketing materials. You will use AI tools (Claude Code, Cursor, ChatGPT) daily to compress reactive work, generate content, automate reporting, and accelerate asset creation.
In your first 30 days, you will become proficient in CockroachDB and the AI tooling stack, onboard the Americas partner landscape, and understand active pipeline and strategic priorities. By day 90, you will have shipped 1+ reusable technical assets, integrated AI tools into your workflow, received positive feedback on technical leadership, and be operating with structured autonomy.
Requirements:
- 10+ years in pre-sales, solutions architecture, partner engineering, or technical consulting within cloud technology
- Visible body of published technical work and GTM content (repos, white papers, blogs, validated architectures, presentations, thought leadership)
- Comfort presenting to groups internally and externally
- Deep understanding of cloud ecosystems with hands-on experience in AWS, GCP, or Azure (architecture paradigms, partnership programs, marketplace mechanics, co-sell motions)
- Strong hands-on technical skills: ability to build demos, write code, design architectures, run POCs (not purely slide-and-talk)
- Experience with relational databases, distributed systems, and/or SQL; PostgreSQL, CockroachDB, or distributed SQL knowledge is a strong plus
- Demonstrated track record presenting to and influencing diverse stakeholders from architects to VPs, CTOs, and partner executives
- Proficiency with AI-assisted tools and workflows (Copilot, ChatGPT, Claude, Cursor, or similar)
- Strong business acumen: understanding of partner economics, marketplace dynamics, and how technical work connects to pipeline and revenue
- Self-directed and initiative-driven; ability to identify priorities, create plans, and execute independently
- Strong public speaking and presentation skills with conference, partner summit, executive briefing, or industry event experience; comfortable on camera creating compelling demos and integration walkthroughs
- Ability to travel as needed for partner events, customer meetings, and conferences
