At a Glance
- Tasks: Lead ISV partner sales initiatives and develop strategic partnerships across EMEA.
- Company: Cockroach Labs, a pioneering tech company focused on scalable solutions.
- Benefits: Stock options, medical insurance, flexible time off, and professional development funds.
- Other info: Hybrid work model with a focus on collaboration and creativity.
- Why this job: Join a dynamic team and make a real impact in the tech industry.
- Qualifications: 10+ years in ISV partnerships with strong sales and relationship-building skills.
The predicted salary is between 80000 - 100000 £ per year.
Category-defining tech. Career-defining work. 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. 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!
Senior Partner Sales Manager, ISVs - EMEA 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, employees enjoy a supportive culture that fosters creativity and teamwork. Located in London, the company offers competitive benefits including stock options, comprehensive health insurance, and professional development funds, ensuring that team members are well-equipped to thrive both personally and professionally.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Partner Sales Manager, ISVs - EMEA
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Senior Partner Sales Manager, ISVs - EMEA at Cockroach Labs, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Cockroach Labs. Tailor your message to explain why you’re drawn to them and how you can contribute as a Senior Partner Sales Manager, ISVs - EMEA. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Senior Partner Sales Manager, ISVs - EMEA
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Cockroach Labs:When writing your cover letter, make sure to tailor your message specifically for Cockroach Labs. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Cockroach Labs
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Cockroach Labs that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Cockroach Labs that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Cockroach Labs’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
