OT Channel Sales Manager

TigerData
United States
Workplace: RemoteFull timeFunction: SalesExperience: 6-10 yearsSkills: ["Executive communication","Negotiation","Relationship building","Operating in ambiguity","Strategic planning"]

Build TigerData’s OT systems integrator channel from scratch—recruiting and signing partner integrators, structuring reseller/referral/co-sell motions, and assessing partner competency. Own target account strategy, pipeline creation, and accurate CRM reporting, then drive joint go-to-market execution with newly signed partners. Represent TigerData at industrial automation events and use AI to improve partner research, forecasting, and territory planning while enabling partners to sell and deploy TimescaleDB Enterprise.

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FursaFursa
TigerData
TigerData
3 days ago

OT Channel Sales Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 22 hours agoStatus: Live

Job Summary

Build TigerData’s OT systems integrator channel from scratch—recruiting and signing partner integrators, structuring reseller/referral/co-sell motions, and assessing partner competency. Own target account strategy, pipeline creation, and accurate CRM reporting, then drive joint go-to-market execution with newly signed partners. Represent TigerData at industrial automation events and use AI to improve partner research, forecasting, and territory planning while enabling partners to sell and deploy TimescaleDB Enterprise.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Recruit, negotiate, and sign systems integrators for OT control architectures across industrial environments.
  • •Develop and maintain a prioritized SI target account strategy and partner motions (reseller, referral, co-sell, design partnerships).
  • •Assess partner technical/commercial competency and build targeted enablement plans alongside Solutions Architecture and Product.
  • •Build and execute joint go-to-market plans with partners, coordinating pipeline generation and co-selling with direct sales.
  • •Maintain CRM reporting for partner recruitment, opportunities, and revenue forecasts and represent TigerData at industry events.
Travel: High travel

Pay and Benefits

Perks:Paid LeaveParental LeaveEquityWifi StipendLearning BudgetInsurance

Key Requirements

  • •6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development.
  • •Proven ability recruiting and signing net-new partners rather than only managing inherited relationships.
  • •Hands-on understanding of OT systems integrators and how they scope, specify, and deploy control architectures.
  • •Working familiarity with industrial historians and the operational data layer, including data collection/retention and how historians fit in control architecture.
  • •Fluency in the OT technology stack (SCADA, DCS, PLCs, BMS, EPMS, power monitoring) and ability to negotiate complex commercial agreements.
Experience:6-10 yearsChannel salesPartner salesBusiness developmentAlliancesEcosystem development
Skills:Executive communicationNegotiationRelationship buildingOperating in ambiguityStrategic planning
Tech Stack:PostgreSQLTiger CloudAWSGoDockerKubernetesPythonHypertablesHypercoreVector searchReal-time analyticsSCADADCSPLCsBMSEPMSPower monitoringHistoriansTimescaleDB Enterprise

Company Brief

TigerData
Provides data migration, integration, and managed services to help businesses consolidate, transform, and operationalize data pipelines. Offers consultancy and tools to modernize data stacks, enable analytics, and improve data quality and accessibility.
Industry: Data Infrastructure
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