Senior Partner Sales Manager, ISV & GSIs
CockroachLabs
Bangalore, IndiaPosted 2 months ago
Skill Required
SalesbuildingandGoAI
Key highlights
- Based in India
- 10+ years of experience required
- Hybrid work model (office on Mondays, Tuesdays, Thursdays)
- Travel requirement: ~50%
- Focus on ISV partnerships as a priority
- Stock Options and comprehensive benefits
Role overview
CockroachDB enables companies to build and scale applications, helping innovative enterprises succeed. This role involves leading Independent Software Vendor (ISV), Global Systems Integrator (GSI), and Regional Systems Integrator (SI) partner sales initiatives across APAC, with a focus on expanding and strengthening the partner ecosystem. The Senior Manager will drive partner-led revenue, build long-term relationships, and collaborate with sales, technical, and GTM stakeholders to generate pipeline and revenue. The position is based in India and requires deep expertise in ISV and SI partner dynamics.
Responsibilities
- Define and execute a strategic roadmap for ISV, GSI, and Regional SI partnerships across the APAC region, aligned to broader business goals — with ISV partnerships as the foundational motion.
- Conduct proactive scouting and qualification of potential ISV partners that align with strategic priorities and growth ambitions.
- Identify and engage GSI and Regional SI partners whose delivery capabilities, industry verticals, or customer footprint create meaningful pipeline acceleration alongside the ISV motion.
- Ensure ISV, GSI, and SI strategies are complementary — for example, facilitating ISV-SI co-delivery models and joint GTM plays where appropriate.
- Build and maintain strong, long-term relationships with ISV partners from onboarding through co-selling execution.
- Cultivate trusted relationships with GSI and Regional SI partners, understanding their practice-building priorities, client engagement models, and incentive structures.
- Guide ISV partners through integration, validation, and certification processes in collaboration with technical teams.
- Support GSI and Regional SI partners in developing CockroachDB capability, including enablement, solution development, and delivery readiness.
- Serve as a trusted advisor across all partner types, helping them navigate opportunities and optimise joint success.
- Develop and monitor joint business plans, ensuring measurable impact on pipeline and revenue.
- Drive coordinated go-to-market initiatives that enhance partner visibility and deliver results.
- Facilitate three-way collaboration (ISV + SI + CockroachDB field teams) to create integrated solutions and accelerate enterprise deals.
- Act as a subject matter expert on ISV, GSI, and Regional SI partnerships for internal teams including Sales, Marketing, and Customer Success.
- Ensure robust partner enablement and operational processes are in place across all partner types.
- Adapt partner management approaches to reflect the distinct operating models of ISVs (product-led, integration-centric) versus GSIs/Regional SIs (services-led, delivery-centric).
- Collaborate with global alliances counterparts to share insights, refine strategy, and adopt best practices across ISV and SI motions.
- Provide leadership and mentorship to partnership team members and contribute to team performance.
- Work closely with field sales and regional stakeholders to integrate partner-led opportunities into broader sales plays.
- Partner with the technical and solutions architecture teams to support ISV integration programmes and SI practice development in parallel.
- Coordinate with the global GSI team to ensure regional engagement with major GSI accounts is strategically aligned and accelerates pipeline and revenue.
Requirements
- 10+ years of experience in ISV partnerships, Global or Regional Systems Integrators, technology alliances, or related partner sales functions within SaaS or enterprise software.
- Proven experience managing multiple partner types — including ISVs and SIs — with a clear understanding of how their business models, incentives, and engagement approaches differ.
- Strong familiarity with APAC market dynamics and growing a partner ecosystem across diverse geographies, including how GSI and Regional SI footprints vary across markets such as India, Indonesia, Singapore and Southeast Asia.
- Proven track record of achieving and exceeding sales quotas or driving significant revenue through ISV partnerships.
- Experience developing ISV-SI co-sell and co-deliver motions, including joint solution packaging, deal registration, and revenue attribution models.
- Excellent communication, presentation, and interpersonal skills with the ability to build strong relationships with both internal and external stakeholders.
- Ability to develop and execute strategic plans, analyse market trends, and identify new opportunities across ISV and SI partner segments.
- Knowledge of technology, applications, products/solutions, platforms, SaaS and how GSIs and Regional SIs build and monetise practices around them.
- Ability to effectively collaborate with cross-functional teams and build consensus across a matrixed organisation.
- Highly motivated, driven, and results-oriented with a strong desire to succeed.
- Openness and ability to travel ~50%.
Nice to have
- 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.
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
Additional details
- Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at accessibility@cockroachlabs.com.
- Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.
- This position is based in India.