OT Channel Sales Manager

As an OT Channel Sales Manager, you will build one of TigerData's most strategic routes to market from the ground up. Reporting into the Partnerships organization, you will recruit, negotiate, and activate relationships with the systems integrators who design and deploy control architectures across industrial environments. 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 to define what a world-class OT partner ecosystem looks like at TigerData.

Responsibilities

Identify, recruit, and sign systems integrators with deep operational technology expertise; Target integrators across manufacturing, energy and utilities, oil and gas, and data centers; Develop and maintain a prioritized target account strategy; Structure reseller, referral, co-sell, and design partnership agreements; Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks; Assess the technical and commercial competency of prospective and newly signed partners; Develop targeted enablement plans that close identified gaps; Equip partners to position TimescaleDB Enterprise within project bids, reference architectures, and historian modernization proposals; Build and execute joint go-to-market plans with newly signed partners; Coordinate account mapping, pipeline generation, and co-selling motions with the direct sales organization; Support partners through their first opportunities and deployments; Maintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts; Track partner-sourced and partner-influenced pipeline performance; Represent TigerData at industrial automation conferences, vertical industry events, customer events, and partner meetings; Leverage AI tools to improve partner research, territory planning, account prioritization, pipeline management, and forecasting

Requirements

Have 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles; Have a track record of recruiting and signing net-new partners rather than simply managing inherited relationships; Have hands-on experience working with OT software systems integrators and understand how integrators scope, specify, and deploy control architectures and evaluate new technology vendors; Have working familiarity with industrial historians and the operational data layer, including data collection, retention, and how historians fit within a control architecture; Are fluent in the OT technology stack (SCADA, DCS, PLCs, BMS, EPMS, power monitoring) and the protocols and architectures that connect them; Have built and executed joint go-to-market plans that generated measurable pipeline and revenue outcomes; Possess strong executive communication skills and can engage controls engineers, practice leads, business leaders, and C-suite executives; Are willing 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 including reseller, referral, co-sell, and strategic partnership arrangements; Experience selling historian platforms, time-series databases, industrial software, or operational data platforms; Familiarity with historian modernization and displacement narratives (OSIsoft PI, AVEVA, and comparable legacy platforms); Previous experience helping build and scale an early-stage partner program

Benefits

Flexible PTO and comprehensive family leave; Fridays off in August; Fully remote opportunities globally; Stock options for long-term growth; Monthly WiFi stipend; Professional development and educational resources; Premium insurance options for you and your family (US-based employees)