TigerData

Channel Sales Manager, Data Center

US Full-time

Sponsorship not specifiedDetected 34 days ago

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About the role

As a globally distributed, remote-first team committed to direct communication, accountability, and collaborative excellence, we're shaping the future of data infrastructure, built for speed, flexibility, and simplicity.
Reporting into the Partnerships organization, you will recruit, negotiate, and activate relationships with the systems integrators shaping the future of AI infrastructure and modern data centers across North America.
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.

Identify, recruit, and sign systems integrators focused on data center design, construction, modernization, and operations.
Develop and maintain a prioritized target account strategy based on SI market presence, customer footprint, technical capabilities, and project volume.
Build executive and practitioner-level relationships across engineering, delivery, alliance, and leadership stakeholders within partner organizations.
Lead commercial negotiations from initial outreach through executed channel partnerships agreements.
Structure reseller, referral, co-sell, and design partnership agreements tailored to the data center SI ecosystem.
Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks.
Define activation plans and success milestones for partners at 90, 180, and 365 days.
Establish repeatable approaches for partner recruitment, onboarding, and commercialization.
Build and execute joint GTM plans with newly signed partners.
Support partners through their first opportunities and deployments to ensure successful outcomes and long-term adoption.

Have 6-10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.

Existing relationships with data center-focused systems integrators.
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.
Knowledge of AI infrastructure buildouts and the ecosystem supporting modern data centers.
You want a highly structured environment with established playbooks and defined processes.
You are uncomfortable negotiating commercial agreements and navigating ambiguity.
You are not excited about technical products, infrastructure, databases, or operational technology.
You are looking for a role with minimal travel.

This listing is sourced directly from TigerData's careers page and normalized into a canonical job model.