OT Channel Sales Manager at Tiger Data

At Tiger Data, formerly Timescale, we empower developers and businesses with the fastest PostgreSQL platform designed for transactional, analytical, and agentic workloads. Trusted globally by thousands of organizations, Tiger accelerates real-time insights, drives intelligent applications, and powers critical infrastructure at scale.

As an OT Channel Sales Manager, you will build one of TigerData’s most strategic routes to market from the ground up. Reporting into the Partnerships organization, you will recruit, negotiate, and activate relationships with the systems integrators who design and deploy control architectures across industrial environments. The partnerships you build will directly influence how manufacturers, energy and utility operators, oil and gas producers, and data center operators adopt TigerData’s technology as the operational data layer for their most critical systems.

This is a builder role for someone who thrives in ambiguity, enjoys creating playbooks from scratch, and wants to leave a visible mark on a rapidly growing business. You'll work closely with Sales, Product, Solutions Architecture, Finance, and Legal to define what a world-class OT partner ecosystem looks like at TigerData. If you're energized by opening doors, creating new markets, and influencing how a category leader scales, this role offers a rare opportunity to do exactly that.

📍 Location: This role is remote and can be based anywhere in the United States. Regular travel throughout North America is expected.

What you will be responsible for in this role

Build TigerData's OT Systems Integrator Ecosystem

• Identify, recruit, and sign systems integrators with deep operational technology expertise firms that design and deploy SCADA, DCS, historian, BMS, EPMS, power monitoring, and broader control architectures.

• Target integrators across industrial verticals including manufacturing, energy and utilities, oil and gas, and data centers, prioritizing firms whose project portfolios align with TigerData's technical strengths.

• Develop and maintain a prioritized target account strategy based on SI market presence, customer footprint, vertical focus, technical capabilities, and project volume.

Develop Strategic Partner Motions

• Structure reseller, referral, co-sell, and design partnership agreements tailored to the OT systems integrator ecosystem.

• Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks.

Assess and Build Partner Competency

• Assess the technical and commercial competency of prospective and newly signed partners, identifying where each firm sits today relative to what they need to specify, deploy, and support TimescaleDB Enterprise confidently.

• Develop targeted enablement plans that close identified gaps, working alongside Solutions Architecture, Product, and the Partner Program function.

• Equip partners to position TimescaleDB Enterprise within project bids, reference architectures, and historian modernization proposals.

Drive Joint Go-to-Market Execution

• Build and execute joint GTM plans with newly signed partners.

• Coordinate account mapping, pipeline generation activities, and co-selling motions with TigerData's direct sales organization.

• Support partners through their first opportunities and deployments to ensure successful outcomes and long-term adoption.

Own Pipeline Creation and Forecasting

• Maintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts.

• Track partner-sourced and partner-influenced pipeline performance.

Help Shape the Future of the Program

• Represent TigerData at industrial automation conferences, vertical industry events, customer events, and partner meetings.

• Leverage AI tools to improve partner research, territory planning, account prioritization, pipeline management, forecasting, and operational efficiency. We expect candidates to demonstrate practical AI fluency and a willingness to incorporate AI into daily workflows.

You could be a great fit if

• You have 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.

• You have a track record of recruiting and signing net-new partners rather than simply managing inherited relationships.

• You have hands-on experience working with OT software systems integrators and understand how integrators scope, specify, and deploy control architectures, and how they evaluate new technology vendors.

• You have working familiarity with industrial historians and the operational data layer, and can hold a credible technical conversation about data collection, retention, and how historians fit within a control architecture.

• You are fluent in the OT technology stack: SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and the protocols and architectures that connect them.

• You have built and executed joint go-to-market plans that generated measurable pipeline and revenue outcomes.

• You possess strong executive communication skills and can confidently engage controls engineers, practice leads, business leaders, and C-suite executives.

• You are willing to travel regularly throughout North America (up to 50%).

Nice to have

• Existing relationships with OT systems integrators across one or more industrial verticals.

• Experience structuring and negotiating complex commercial agreements including reseller, referral, co-sell, and strategic partnership arrangements.

• Experience selling historian platforms, time-series databases, industrial software, or operational data platforms.

• Familiarity with historian modernization and displacement narratives (e.g., OSIsoft PI, AVEVA, and comparable legacy platforms).

• Previous experience helping build and scale an early-stage partner program.

You might not be a great fit if

• You prefer inheriting mature partner programs rather than building new ones.

• You want a highly structured environment with established playbooks and defined processes.

• You prefer account management over business development and partner recruitment.

• Your channel experience is primarily hardware-based rather than OT software.

• You are uncomfortable negotiating commercial agreements and navigating ambiguity.

Our Commitment:

• We respond to every applicant.

• We review applications fairly and objectively, and shortlist based on relevant skills and experience.

• We ensure clear and timely communication throughout your candidate journey.

• We maintain a rigorous interview process with a high bar, designed to give you the opportunity to meet various team members you'll collaborate with across our organization.

Our Tech Stack:

We don't require previous experience with our tech stack, but enthusiasm for learning is key. Our technologies include PostgreSQL, Tiger Cloud, AWS, Go, Docker, Kubernetes, Python, and innovative features like Hypertables, Hypercore, vector search, and real-time analytics.

What We Offer:

• Flexible PTO and comprehensive family leave

• Fridays off in August

• Fully remote opportunities globally

• Stock options for long-term growth

• Monthly WiFi stipend

• Professional development and educational resources

• Premium insurance options for you and your family (US-based employees)