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OT Channel Sales Manager
TigerData (creators of TimescaleDB). Build TigerData's OT systems integrator ecosystem .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in building and executing go-to-market plans, recruiting and managing systems integrators, and developing commercial frameworks within the operational technology sector. Proficient in engaging with C-suite executives and technical teams to drive partner success and revenue growth.
Highest-signal resume keywords
Channel Sales ExperienceOperational Technology ExpertiseGo-To-Market Strategy DevelopmentExecutive Communication SkillsPartner Program Development
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Partner RecruitmentOperational Data Layer FamiliaritySCADADCSPLCsBMSEPMSPipeline ManagementNegotiation of Partnership AgreementsHistorian Platforms Experience
Soft Skills
Strong Communication SkillsRelationship BuildingStrategic ThinkingCollaboration
Tools & Technologies
CRM SoftwareAI Tools for ResearchTime-Series Databases
Industry Keywords
Industrial AutomationManufacturingEnergy and UtilitiesOil and GasData Centers
About the role
Key responsibilities & impact- Build TigerData's OT systems integrator ecosystem
- Identify, recruit, and sign systems integrators with 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
- Develop scalable commercial frameworks with Marketing, Finance, Legal, and Product leadership
- Assess partner technical and commercial competency
- Develop targeted enablement plans with Solutions Architecture, Product, and Partner Program teams
- Equip partners to position TimescaleDB Enterprise in project bids, reference architectures, and historian modernization proposals
- Build and execute joint go-to-market plans
- Coordinate account mapping, pipeline generation, and co-selling with direct sales
- Support partners through initial opportunities and deployments
- Maintain CRM reporting for recruitment status, partner opportunities, and revenue forecasts
- Track partner-sourced and partner-influenced pipeline performance
- Represent TigerData at industrial automation conferences, industry events, customer events, and partner meetings
- Use AI tools for partner research, territory planning, account prioritization, pipeline management, forecasting, and operational efficiency
Requirements
What you’ll need- 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles
- Track record of recruiting and signing net-new partners
- Hands-on experience working with OT software systems integrators
- Working familiarity with industrial historians and the operational data layer
- Fluency in the OT technology stack: SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and related protocols and architectures
- Experience building and executing joint go-to-market plans that generated measurable pipeline and revenue outcomes
- Strong executive communication skills and ability to engage controls engineers, practice leads, business leaders, and C-suite executives
- Willingness to travel regularly throughout North America, up to 50%
- Existing relationships with OT systems integrators across one or more industrial verticals (nice to have)
- Experience structuring and negotiating reseller, referral, co-sell, and strategic partnership agreements (nice to have)
- Experience selling historian platforms, time-series databases, industrial software, or operational data platforms (nice to have)
- Familiarity with historian modernization and displacement narratives involving OSIsoft PI, AVEVA, and comparable legacy platforms (nice to have)
- Previous experience helping build and scale an early-stage partner program (nice to have)
Benefits
Comp & perks- 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)