Partner Sales Manager (OEM - IBM)

Company: Cockroach Labs
Location: United Kingdom (Primary focus on UK, EMEA region)

About Cockroach Labs

Cockroach Labs is building the next era of software infrastructure. We created CockroachDB to survive failures, scale without compromise, and adapt automatically. Our mission is to define a future where complexity fades and infrastructure simply works, no matter the scale. This is the kind of ambitious challenge that attracts people who want to shape industries.

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 a primary focus on the United Kingdom. Based in the U.K., this role drives partner-attributed and partner-sourced revenue through co-sell alignment, joint execution, and 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 EMEA, responsible for relationship management, co-sell, pipeline development, partner enablement, deal support, and forecasting. This is a highly collaborative, cross-functional role influencing, accelerating, and scaling partner-led opportunities.

You Will

• Own and manage the IBM OEM partnership across the EMEA region as the primary regional owner.
• Act as a co-sell overlay, working with IBM’s sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner-sourced and partner-attributed pipeline.
• Generate and progress partner-sourced and partner-attributed pipeline with IBM’s EMEA sales organization and Cockroach Labs’ sales teams, directly driving regional revenue.
• Drive net-new and expansion revenue by identifying new customers, expanding within existing accounts, and increasing market penetration across EMEA.
• Lead account-specific partner programs and execution plans for priority IBM accounts, tracking progress and driving measurable outcomes.
• Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations.
• Drive regional partner enablement, including sales training, field readiness, and messaging alignment.
• Maintain ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent reporting.
• Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders.
• Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across EMEA, including escalation management.
• Collaborate cross-functionally with Sales, Sales Leadership, Product, and Marketing teams.
• Travel across Europe to support partner engagement, customer meetings, and regional events.

You Have

• 5+ years of experience in partner sales or partnership management.
• Proven ability to drive revenue through partners, ideally within OEM, cloud, or enterprise technology ecosystems.
• Strong sales-focused mindset with experience owning pipeline, forecasting, and closing complex deals.
• Demonstrated success working closely with partner sales teams and internal field sales organizations.
• Highly motivated, proactive, and comfortable operating autonomously in a regional role.
• Ability to manage multiple accounts, programs, and initiatives simultaneously.
• Strong organizational skills with attention to detail.
• Excellent interpersonal and communication skills, with the ability to build trust and influence across organizations.
• Willingness to travel across the U.K. and broader Europe.
• Creative, outside-the-box thinker adaptable to complex partner dynamics.
• Self-motivated, target-oriented, with strong problem-solving skills and the ability to work independently in a fast-paced environment.
• A demonstrated practice of integrating AI tools into your daily workflow to improve speed, quality, and decision-making.
• Fluency with AI across core tasks (research, drafting, analysis, planning) used as a default, not an exception.
• A continuous drive to experiment with and adopt better ways of working as tools evolve.

Location

• United Kingdom (Hybrid work model)

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Equal Opportunity Employer

Cockroach Labs is proud to be an Equal Opportunity Employer. If you need additional accommodations, please email accessibility@cockroachlabs.com.