At a Glance
- Tasks: Lead ISV partner sales initiatives and develop strategic partnerships across EMEA.
- Company: Join Cockroach Labs, a pioneering tech company focused on impactful solutions.
- Benefits: Enjoy stock options, flexible time off, and comprehensive health benefits.
- Other info: Hybrid work model with a focus on collaboration and career growth.
- Why this job: Make a real impact by driving partner-led revenue in a dynamic environment.
- Qualifications: 10+ years in ISV partnerships with strong communication and strategic planning skills.
The predicted salary is between 80000 - 100000 € per year.
Category-defining tech. Career-defining work. CockroachDB makes it easier for companies to build and scale apps. We tackle problems head‑on and focus on solutions that create lasting impact. Because when our customers win, we all win.
The Role
We’re looking for an experienced Senior Manager to lead our Independent Software Vendor (ISV) partner sales initiatives across EMEA. In this strategic position within the Alliances and Partnerships team, you’ll be instrumental in expanding and strengthening our ISV partnership program in EMEA. You will identify, recruit, and nurture high‑impact partners while collaborating closely with sales, technical, and GTM stakeholders to generate revenue and pipeline. This role demands deep insight into ISV partner dynamics, proven experience driving partner‑led revenue, and a passion for building long‑term collaborative relationships. This position is based in London, UK.
You Will
- Develop and Execute ISV Partner Strategy: Define and execute a strategic roadmap for ISV partnerships for the EMEA region, aligned to broader business goals. Conduct proactive scouting and qualification of potential ISV partners that align with our strategic priorities and growth ambitions.
- Develop Partner Relationships: Build and maintain strong, long‑term relationships with ISV partners from onboarding through co‑selling execution. Guide partners through integration, validation, and certification processes in collaboration with technical teams. Serve as a trusted advisor to partners, helping them navigate opportunities and optimise joint success.
- Joint GTM and Growth Execution: 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. Act as a subject matter expert on ISV partnerships for internal teams including Sales, Marketing and Customer Success.
- Operational Excellence: Ensure robust partner enablement and operational processes are in place (e.g., training, reporting, performance tracking). Collaborate with global alliances counterparts to share insights, refine strategy, and adopt best practices. Provide leadership and mentorship to partnership team members and contribute to team performance.
- Cross‑Functional Collaboration: Work closely with field sales and regional stakeholders to integrate partner‑led opportunities into broader sales plays. Support select global and regional system integrator partners where it accelerates pipeline and revenue.
You Have
- 10+ years of experience in ISV partnerships, technology alliances, or related partner sales functions within SaaS or enterprise software.
- Strong familiarity with EMEA market dynamics and growing a partner ecosystem across diverse geographies.
- Proven track record of achieving and exceeding sales quotas or driving significant revenue through ISV partnerships.
- 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, analyze market trends, and identify new opportunities.
- Knowledge of technology, applications, products/solutions, platforms, and SaaS.
- Ability to effectively collaborate with cross‑functional teams and build consensus.
- Highly motivated, driven, and results‑oriented with a strong desire to succeed.
- Openness and ability to travel ~50%.
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!
Regional Technology Partners Manager, ISVs and GSIs employer: Cockroach Labs
Cockroach Labs is an exceptional employer that champions innovation and collaboration, making it a prime choice for professionals seeking meaningful work in the tech industry. With a strong focus on employee growth, a hybrid work model, and a commitment to diversity and inclusion, Cockroach Labs fosters a vibrant work culture where every team member can thrive. Located in London, employees benefit from competitive perks such as stock options, comprehensive health insurance, and generous time off, all while contributing to a company that is redefining how businesses scale their applications.
StudySmarter Expert Advice🤫
We think this is how you could land Regional Technology Partners Manager, ISVs and GSIs
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out to potential partners or colleagues on LinkedIn. Building relationships can open doors that a CV just can’t.
✨Tip Number 2
Show your passion! When you get the chance to chat with someone from CockroachDB, let your enthusiasm for tech and partnerships shine through. Share your ideas on how you can contribute to their mission and make an impact. It’s all about making that personal connection!
✨Tip Number 3
Prepare for those interviews! Research CockroachDB’s ISV partnerships and come armed with insights and suggestions. Think about how your experience aligns with their goals and be ready to discuss how you can help them grow their partner ecosystem.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re genuinely interested in joining the team at CockroachDB. Don’t miss out on the chance to be part of something great!
We think you need these skills to ace Regional Technology Partners Manager, ISVs and GSIs
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Regional Technology Partners Manager role. Highlight your experience with ISV partnerships and how it aligns with our goals at CockroachDB. We want to see how you can make a difference!
Showcase Your Achievements:Don’t just list your responsibilities; share your successes! Use specific examples of how you've driven revenue or built strong partner relationships in the past. This will help us understand the impact you can bring to our team.
Be Authentic:Let your personality shine through in your application. We value authenticity and want to get a sense of who you are beyond your professional experience. Share your passion for technology and partnerships!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re keen on joining our team!
How to prepare for a job interview at Cockroach Labs
✨Know Your ISV Landscape
Before the interview, dive deep into the ISV landscape in EMEA. Understand the key players, their strengths, and how they align with CockroachDB's goals. This knowledge will not only impress your interviewers but also show that you're proactive and ready to hit the ground running.
✨Showcase Your Relationship-Building Skills
Prepare examples of how you've successfully built and maintained relationships with ISV partners in the past. Highlight specific strategies you used to nurture these partnerships and the impact they had on revenue. This will demonstrate your ability to foster long-term collaborations.
✨Be Ready to Discuss Strategic Planning
Expect questions about your experience in developing and executing partner strategies. Be prepared to discuss how you analyse market trends and identify new opportunities. Sharing a successful strategic plan you've implemented can really set you apart.
✨Emphasise Cross-Functional Collaboration
Since this role involves working closely with various teams, be ready to talk about your experience collaborating across functions. Share specific instances where your teamwork led to successful outcomes, especially in sales or marketing initiatives involving ISV partners.
