Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.

Because when our customers win, we all win.

The Role

We are seeking an experienced and results-driven manager to lead and expand our cloud and partner ecosystem across India and APAC. This role offers a unique opportunity to drive go-to-market (GTM) initiatives with cloud hyperscalers, regional systems integrators (RSIs), and independent software vendors (ISVs).

As part of our alliances team, you will develop and execute strategic partnership initiatives that drive revenue growth, enhance partner engagement, and accelerate the adoption of our distributed SQL database platform. You will collaborate with sales, marketing, and technical teams to maximize partner-driven opportunities and ensure seamless execution across cloud and system integrator partnerships. To be eligible for this role, you must be based in Bangalore, India.

You Will

Manage and expand cloud partner relationships, driving joint GTM initiatives across India and APAC.
Identify, onboard, and develop RSIs and ISVs to drive regional growth in sectors such as financial services, retail, media & gaming, and technology.
Act as the primary liaison for cloud alliances and regional SIs, ensuring strong engagement and mutual success.
Develop and implement joint GTM strategies with cloud providers and RSIs to increase pipeline and revenue.
Collaborate with sales and marketing teams to execute co-sell programs, joint marketing initiatives, and partner-led demand generation campaigns.
Leverage marketplace partnerships and cloud partner funding programs to accelerate deal cycles.
Conduct technical and sales enablement sessions to enhance partner capabilities in selling and deploying our platform.
Develop and execute partner certification and training programs to deepen engagement and expertise.
Work with ISVs and RSIs to create joint solutions tailored to industry-specific use cases.
Analyze market trends to identify growth opportunities and expand the partner ecosystem across India and APAC.
Strengthen partnerships in mature markets while expanding into underdeveloped regions.
Define and track key performance indicators (KPIs), including partner-sourced revenue, pipeline growth, and joint customer acquisitions.

The Expectations

In the first 30 days, you will focus on onboarding, understanding the our products, existing partnerships, and internal teams while establishing relationships with key cloud and SI partners. By month 2, you will execute a structured engagement plan, onboard new partners, initiate co-sell and marketing programs, and conduct enablement sessions. After 3 months, you will drive joint GTM initiatives, optimize partner strategies, track performance metrics, and identify expansion opportunities.

You Have

6+ years of experience in cloud alliances, strategic partnerships, or business development within the cloud or database technology space.
Proven success in building and managing partnerships with cloud hyperscalers (AWS, Azure, Google Cloud), RSIs, and ISVs.
Strong understanding of partner co-selling strategies, cloud marketplace dynamics, and joint GTM execution.
Experience in financial services, retail, media & gaming, or technology industries is a plus.
Excellent communication and relationship-building skills with the ability to influence internal and external stakeholders.
Ability to work in a fast-paced, high-growth environment, managing multiple priorities across diverse teams.

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.

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!

Apply now

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