Alliance Manager - Technology Partners - Remote, US at Cockroach Labs

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Databases are the beating heart of every business in the world.

Cockroach Labs is the creator of CockroachDB, the most highly evolved cloud-native, distributed SQL database on the planet that scales fast, survives anything, and thrives anywhere. We created CockroachDB to unshackle teams from the constraints of their database. Join us on our mission to enable every developer to build world-changing applications!

About the Role

We are looking for Alliances Manager, Technology Partners to join our growing Channels team. In this role, you will grow Cockroach Labs’ Cloud and Marketplace partnerships through engagement, training, and enablement. You will work closely with the Head of Channel Sales  and other members of the team to deliver significant growth.

You Will
  • Plan and execute business development strategy, policies, objectives and initiatives to achieve revenue, profit and growth targets.
  • Define and manage GTM strategy for key technology partners
  • Relationships with Red Hat, IBM, and VMWare 
  • Create, manage, and report on partner funnel and provide accurate and timely forecasts, leveraging Salesforce and other company tools.
The Expectations

In your first 30 days, you will learn about CockroachDB and become proficient in the product and our approach to partnerships. We believe that it is necessary for you to build this foundation so you can successfully grasp Cockroach Labs' strategy. Upon completion of your first month, you will have the ability to effectively participate in conversations with partners.

After 60 days, you'll be leading conversations with technology partners and prospects. You will also be leading field engagement and enablement efforts with those partners.

Within 90 days, you will be proactively managing partnerships which includes developing go to market plans, enablement activities, and leading business reviews with partners.

You Have
  • Bachelor's degree or equivalent experience.
  • 7+ years of relevant channel sales experience.
  • Demonstrated experience in early recruiting, managing, and driving sales with partners.
  • Strong process orientation and ability to multi-task.
  • Excellent verbal and written communication skills, including ability to communicate both internally and with partners and customers.
The Team

Jen Murphy - Head of Channel Sales

Jen has more than 25 years of software channel experience.  During that time, she has defined and executed programs targeting Cloud, system integrator, reseller, and technology partners for public and private organizations.  She also built global teams to support those partnerships. Prior to joining Cockroach, She held channel leadership roles with Turbonomic, HashiCorp, Hortonworks, Novell, Vistaprint, Allaire, and Cognos and has received CRN's Women of the Channel (2019, 2018, 2017), Channel Chief (2018), and Power 100 (2017) awards. Jen lives outside of Boston in Stow, MA with her husband, daughter who is a first year student at Skidmore College, and their 9 year old Bernese Mountain Dog. She is an avid skier, fair weather golfer, and last fall she ran her first half marathon.

Our Benefits
  • 100% health insurance coverage (for you and your dependents!)
  • Paid parental leave (with baby bucks)
  • Flex Fridays
  • Flexible time off & flexible hours
  • Education reimbursement
  • Relocation support

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 [email protected]


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Technology we use

  • Engineering
  • Product
    • C++Languages
    • GolangLanguages
    • ReactLibraries
    • ReduxLibraries
    • CockroachDBDatabases
    • Google AnalyticsAnalytics
    • InVisionDesign
    • AirtableManagement

Location

53 W 23rd St , New York, NY 10010

What are Cockroach Labs Perks + Benefits

Cockroach Labs Benefits Overview

Flexible Working: You are free to arrange your work schedule to meet your individual circumstances.

Wellbeing for All: We partner with Spring Health and an Employee Assistance Program to provide free counseling and support mental health on our team.

Flex Fridays: Focus on what drives and motivates you outside of core work responsibilities. This is your day to self-manage and grow in whatever way you choose.

Having Fun Together: We dedicate company time to bond over everything from trivia and karaoke to paint-alongs and fitness classes (even online!)

Team Trips: Twice a year we voyage beyond Manhattan’s shores. These might be trips to the Caribbean or to the mountains. The connections made in these environments build friendships and deepen the ties which make working together fun and productive.

Flexible Time Off: We care about productivity, not face time. Take time off when you need it.

Learning is Good: We provide $2500 annually to support learning and development through workshops, conferences, and networking events.

Paid Parental Leave (with baby bucks): We offer 12 weeks of paid parental leave to all new parents after 30 days with us, individualized transition time and re-entry support, plus $500 in baby bucks.

Health & Retirement: 100% health insurance coverage for you & your dependents; One Medical membership; Gym discounts; free Citibike membership; FSA; 401(k).

Culture
Volunteer in local community
Cockroach Labs does at least two bi-annual team-wide volunteer days, partners with BUILD NYC, and for every referral that gest hired, we donate $2,500-$5,000 to the referrer's charity of choice.
Eat lunch together
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Unconscious bias training
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Cockroach Labs' CREWS are groups to foster inclusivity and connection, including [email protected], Women of CRL, Infinite Colors (for neurodivergent people), and Roacher Pride. New Roachers can start one, too!
Hiring Practices that Promote Diversity
We've built a fairer hiring process including resume-blind, exercise-based interviews, implement rubrics across all of our hiring processes, and conduct regular unconscious bias training.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
100% Company-sponsored Medical, Dental, Vision, Basic Life, AD&D, and Disability Insurance for You, Your Spouse, Partner, and Dependents.
Wellness Programs
Mental Health Benefits
Cockroach Labs partners with Spring Health to provide complementary therapy sessions to all employees.
Retirement & Stock Options Benefits
401(K)
Company Equity
Equity compensation is determined by the impact we expect an individual to have in their role paired with the risk that earlier employees took in joining the company.
Child Care & Parental Leave Benefits
Generous Parental Leave
8-12 Weeks of Family Leave + $500 Baby Bucks
Flexible Work Schedule
Cockroach Work Week: In-office Monday thru Thursday, with the option to work remotely on Fridays. Core Office Hours: 10am-4pm (except Tuesday Team Meeting from 5:00pm-6:00pm)
Remote Work Program
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Pre-tax Commuter Account & Paid Citi Bike Membership
Company Outings
Monthly Company Activities & Bi-Annual Company Trips
Free Daily Meals
Lunch Monday thru Thursday & Team Dinners Every Other Tuesday
Stocked Kitchen
Some Meals Provided
Happy Hours
Pet Friendly
Relocation Assistance
Relocation Assistance for You and Your Family to Move to NYC
Home Office Stipend for Remote Employees
We provide each Roacher with a $1,000 budget to improve their work-from-home setup.
Professional Development Benefits
Job Training & Conferences
$1500 Learning & Development Stipend + $1500 for Associated Travel
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
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