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. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.

Because when our customers win, we all win.

The Role

We are seeking an enthusiastic and dynamic professional to take ownership of our cloud partnership management in EMEA. As a pivotal member of the Cockroach Labs team, you will be instrumental in building and executing strategic, focused go-to-market initiatives with cloud hyperscalers such as AWS, Google Cloud, and Microsoft Azure.

In this role, you will lead the regional execution of a cohesive strategy to strengthen our cloud alliances, driving expanded mindshare, revenue growth, and deeper strategic engagement with cloud partners. Your efforts will focus on accelerating revenue and pipeline generation through collaborative initiatives with our cloud partners.

This is an exciting opportunity to join a rapidly growing cloud database company, contributing directly to Cockroach Labs' continued expansion. You will be accountable for developing and implementing a strategy that generates incremental sales pipeline with cloud partners, enhances their efficiency through targeted sales and technical enablement, executes joint marketing campaigns, and supports post-sales collaboration. Additionally, you will champion the value of CockroachDB to our cloud partners, demonstrating how it empowers enterprises with a resilient, distributed SQL database designed for modern cloud environments. To be eligible for this role, you must be based in the London, UK area.

You Will

Manage and develop cloud partner relationships across EMEA, ensuring regional revenue and pipeline targets are met.
Design and implement go-to-market initiatives to drive partner sourced revenue, including partner participation and support in co-marketing programs and proactive co-selling.
Lead partner enablement sessions to drive awareness and partner sourced pipeline.
Coordinate with Cockroach Labs' global partner, pre-sales, and marketing teams to ensure consistent execution.
Oversee joint account targeting and lead partner training and enablement initiatives.
Build and maintain strong local partnerships to enhance collaboration and accelerate business growth.
Maximize regional opportunities by leveraging corporate funding and partner programs effectively.
Develop strategic plans for market expansion and increased partner engagement.
Collaborate with EMEA enterprise and commercial sales teams to align partner efforts with broader business objectives.
Innovate and employ creative strategies to leverage partners and marketplaces, accelerating deal cycles and expanding the sales pipeline.

You Have

5+ years of experience generating pipeline and driving sales in the cloud/database space with companies like AWS, Google Cloud, or Microsoft.
Proven success in driving sales opportunities through collaboration with cloud partners.
Proficient in understanding technical concepts and effectively communicating them both verbally and in writing.
Familiarity with partner systems management, marketplace, and co-selling strategies.
Possesses a builder’s mentality with strong problem-solving skills and the ability to take initiative.
Proven track record of identifying market opportunities and executing go-to-market strategies within EMEA, driving successful revenue results.
Proactive, self-motivated, and adaptable to a fast-paced and occasionally unpredictable growth culture.
Passionate about developing and maintaining an in-depth understanding of CockroachDB and its role in the evolving software/database market.

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