Channel Sales Manager, Data Center

Ovii's Interpretation of the Role

Tiger Data seeks a senior Channel Sales Manager to launch and grow a data‑center systems‑integrator ecosystem across North America. The role blends partner recruitment, commercial negotiations, and joint go‑to‑market execution while collaborating with product, legal, finance, and sales teams. Remote‑first, with regular travel, the manager will own pipeline forecasting and build the foundational playbook for this strategic channel.

Role Snapshot

• Build and launch data‑center SI partner ecosystem
• Recruit, sign, and manage systems integrators
• Negotiate commercial agreements
• Design and execute joint GTM plans
• Own pipeline creation, forecasting, and reporting
• Collaborate cross‑functionally with product, legal, finance, and sales
• Travel regularly across North America

Must-Have Requirements

• Channel partnership development
• Enterprise sales negotiation
• Strategic account planning
• Cross‑functional collaboration
• CRM pipeline management
• Executive communication
• channel sales
• partner recruitment
• data‑center infrastructure

Nice-to-Have Signals

• Existing relationships with data‑center systems integrators
• Complex commercial agreement structuring
• Historian platform / time‑series database sales experience
• Early‑stage partner program building
• AI infrastructure knowledge
• Power management and thermal optimization familiarity
• Operational technology (OT) understanding
• existing SI relationships
• complex commercial agreements
• historian platform sales
• Hyperscale
• Colocation
• Edge infrastructure

Work Setup

• Location: US Full-time, United States
• Work mode: REMOTE
• Remote scope: COUNTRY_RESTRICTED
• Remote countries: United States
• Travel: Regular travel throughout North America
• Employment type: Full-Time

Not Specified in JD

• Visa sponsorship
• Salary range
• Relocation
• Notice period
• Security clearance
• Coding test
• Portfolio

What You'll Likely Work On

• Identify, recruit, and sign data‑center systems integrators and build executive relationships within partner organizations
• Create and negotiate reseller, referral, co‑sell, and design partnership agreements tailored to the data‑center ecosystem
• Develop and execute joint go‑to‑market plans, including account mapping, pipeline generation, and co‑selling with Tiger Data’s direct sales team
• Maintain accurate CRM data, forecast partner‑sourced revenue, and surface risks or market intelligence to improve win rates
• Define activation milestones, build repeatable onboarding processes, and capture market feedback to refine messaging and product strategy
• Represent Tiger Data at industry conferences, customer events, and partner meetings while leveraging AI tools for research and planning

Good Fit If You Have

• Thrives in ambiguous, builder‑type environments and enjoys creating playbooks from scratch
• Comfortable with regular travel throughout North America
• Strong executive communication skills and ability to engage technical and C‑suite stakeholders
• Familiarity with data‑center power, cooling, and facility automation technologies
• Experience using AI tools to boost productivity and decision‑making