{"id":1121472,"url":"https://alion.io/job/tigerdata-ot-channel-sales-manager","title":"OT Channel Sales Manager","company":{"id":42141,"name":"TigerData","domain":"tigerdata.com","url":"https://alion.io/company/tiger-data-blog","size_band":"1-10","is_staffing_agency":false,"is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"A","score":89,"open_postings":8,"ghost_share":0,"stale_share":0.25,"repost_share":0,"time_to_fill_p50_days":63,"computed_at":"2026-09-24T05:45:00Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":103000,"max_usd":214000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":983},"experience_years_min":6,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"AI Agents","optional":false},{"name":"PostgreSQL","optional":false},{"name":"TimescaleDB","optional":false},{"name":"AWS","optional":true},{"name":"Docker","optional":true},{"name":"Kubernetes","optional":true},{"name":"Python","optional":true},{"name":"Time Series Forecasting","optional":true},{"name":"Wi-Fi","optional":true},{"name":"X (Twitter)","optional":true}],"status":"live","first_seen_at":"2026-09-22T17:53:26Z","employer_posted_date":"2026-09-22","last_verified_at":"2026-09-24T14:56:23Z","board_verified":true,"closed_at":null,"days_open":1,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":1},"description":"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 a globally distributed, remote-first team committed to direct communication, accountability, and collaborative excellence, we're shaping the future of data infrastructure, built for speed, flexibility, and simplicity.\nAs 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.\nThis 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.\nLocation: This role is remote and can be based anywhere in the United States. Regular travel throughout North America is expected.\nWhat you will be responsible for in this role\nBuild TigerData's OT Systems Integrator Ecosystem\nIdentify, 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.\n\nTarget 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.\n\nDevelop and maintain a prioritized target account strategy based on SI market presence, customer footprint, vertical focus, technical capabilities, and project volume.\n\nDevelop Strategic Partner Motions\nStructure reseller, referral, co-sell, and design partnership agreements tailored to the OT systems integrator ecosystem.\n\nPartner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks.\n\nAssess and Build Partner Competency\nAssess 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.\n\nDevelop targeted enablement plans that close identified gaps, working alongside Solutions Architecture, Product, and the Partner Program function.\n\nEquip partners to position TimescaleDB Enterprise within project bids, reference architectures, and historian modernization proposals.\n\nDrive Joint Go-to-Market Execution\nBuild and execute joint GTM plans with newly signed partners.\n\nCoordinate account mapping, pipeline generation activities, and co-selling motions with TigerData's direct sales organization.\n\nSupport partners through their first opportunities and deployments to ensure successful outcomes and long-term adoption.\n\nOwn Pipeline Creation and Forecasting\nMaintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts.\n\nTrack partner-sourced and partner-influenced pipeline performance.\n\nHelp Shape the Future of the Program\nRepresent TigerData at industrial automation conferences, vertical industry events, customer events, and partner meetings.\n\nLeverage 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.\n\nYou could be a great fit it\nHave 6-10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.\n\nHave a track record of recruiting and signing net-new partners rather than simply managing inherited relationships.\n\nHave hands-on experience working with OT software systems integrators you understand how integrators scope, specify, and deploy control architectures, and how they evaluate new technology vendors.\n\nHave working familiarity with industrial historians and the operational data layer you can hold a credible technical conversation about data collection, retention, and how historians fit within a control architecture.\n\nAre fluent in the OT technology stack SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and the protocols and architectures that connect them.\n\nHave built and executed joint go-to-market plans that generated measurable pipeline and revenue outcomes.\n\nPossess strong executive communication skills and can confidently engage controls engineers, practice leads, business leaders, and C-suite executives.\n\nAre willing to travel regularly throughout North America expect up to 50%.\n\nNice to have\nExisting relationships with OT systems integrators across one or more industrial verticals.\n\nExperience structuring and negotiating complex commercial agreements including reseller, referral, co-sell, and strategic partnership arrangements.\n\nExperience selling historian platforms, time-series databases, industrial software, or operational data platforms.\n\nFamiliarity with historian modernization and displacement narratives OSIsoft PI, AVEVA, and comparable legacy platforms.\n\nPrevious experience helping build and scale an early-stage partner program.\n\nYou might not be a great fit if\nYou prefer inheriting mature partner programs rather than building new ones.\n\nYou want a highly structured environment with established playbooks and defined processes.\n\nYou prefer account management over business development and partner recruitment.\n\nYour channel experience is primarily hardware-based rather than OT software.\n\nYou are uncomfortable negotiating commercial agreements and navigating ambiguity.\n\nOur Commitment:\nWe respond to every applicant.\n\nWe review applications fairly and objectively, and shortlist based on relevant skills and experience.\n\nWe ensure clear and timely communication throughout your candidate journey.\n\nWe 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.\n\nAbout Tiger Data\nTiger Data, formerly Timescale, sets the standard as the fastest PostgreSQL platform for modern workloads. Trusted by more than 2,000 customers across 25+ countries and powering over 3 million active databases, we enable developers and organizations to build real-time, intelligent applications at scale. Backed by $180 million from top-tier investors, Tiger Data is building the new standard for data infrastructure, built on PostgreSQL, designed for the future.\n Want to get a feel for how we work and what we value? Check out our blog post: What It Takes to Thrive at Tiger Data\nWe embrace diversity, curiosity, and collaboration. Whether debating the perfect chicken nugget crunch , sharing workout routines , or discussing your favorite plants and pets , you'll find your community here.\nOur Tech Stack:\nWe 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.\nLearn more atwww.tigerdata.com or follow us on Twitter@TigerDatabase\nWhat We Offer:\n(Please note that benefits may vary based on country.)\nFlexible PTO and comprehensive family leave\n\nFridays off in August\n\nFully remote opportunities globally\n\nStock options for long-term growth\n\nMonthly WiFi stipend\n\nProfessional development and educational resources\n\nPremium insurance options for you and your family (US-based employees)\n\nReady to join the future of PostgreSQL? We can’t wait to meet you.","description_format":"text","description_chars":8398,"description_truncated":false,"requirements":{"experience_years_min":6,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Parental leave","Professional development","Stock options"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Data & Analytics","Information Technology","Database Management"],"lifecycle":[{"event":"open","at":"2026-09-22T19:14:37Z"}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":1,"expected_fill_days":63,"reasons":["conf:1","win:early"],"computed_at":"2026-09-24T05:45:00Z"},"pay":null,"html_url":"https://alion.io/job/tigerdata-ot-channel-sales-manager","json_url":"https://alion.io/job/tigerdata-ot-channel-sales-manager.json","meta":{"generated_at":"2026-09-24T15:18:12Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers"}}