Field Channel Manager
Databases are the beating heart of every business in the world.
Cockroach Labs is the team behind CockroachDB, an open source, distributed SQL database. We aim to build infrastructure that keeps pace with the world, so developers can focus on what matters most: building the best products. Join us on our mission to Make Data Easy. Are you ready to aim high and build to last?
About the Role
We are looking for our first Field Channel Manager to join our growing Business Development team. In this role, you will grow Cockroach Labs’ partner network and sales through partner recruitment, onboarding, training, engagement 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 channel sales strategy, policies, objectives and initiatives to achieve revenue, profit and growth targets.
- Develop and implement GTM plans with named partners (including KPIs tied to training, sales and marketing).
- Define and manage on-boarding process for named partners.
- Coordinate technical training sessions for partners via online sessions, face to face workshops and classroom style training.
- Create, manage, and report on partner sales 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 prospective partners. You will also be leading field engagement and enablement efforts with existing partners.
Within 90 days, you will be proactively recruiting and managing partners. You will also be developing go to market plans, enablement activities, and leading business reviews with partners.
You Have
- Bachelor's degree or equivalent experience.
- 3-5 years of relevant channel sales experience.
- Demonstrated expertise in building a channel network and driving channel sales.
- Experience working with channel partners and complex channel relationships.
- 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].