Full-Time

Senior Partner Sales Manager

Isv & Gsis

Updated on 7/22/2026

Cockroach Labs

Cockroach Labs

501-1,000 employees

Distributed SQL database for cloud apps

No salary listed

Bengaluru, Karnataka, India

Hybrid

Three days on-site per week required.

Category
Sales & Account Management (1)
Required Skills
CockroachDB

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Requirements
  • 10+ years of experience in ISV partnerships, Global or Regional Systems Integrators, technology alliances, or related partner sales functions within SaaS or enterprise software.
  • Proven experience managing multiple partner types — including ISVs and SIs — with a clear understanding of how their business models, incentives, and engagement approaches differ.
  • Strong familiarity with APAC market dynamics and growing a partner ecosystem across diverse geographies, including how GSI and Regional SI footprints vary across markets such as India, Indonesia, Singapore and Southeast Asia.
  • Proven track record of achieving and exceeding sales quotas or driving significant revenue through ISV partnerships.
  • Experience developing ISV-SI co-sell and co-deliver motions, including joint solution packaging, deal registration, and revenue attribution models.
  • Excellent communication, presentation, and interpersonal skills with the ability to build strong relationships with both internal and external stakeholders.
  • Ability to develop and execute strategic plans, analyse market trends, and identify new opportunities across ISV and SI partner segments.
  • Knowledge of technology, applications, products/solutions, platforms, SaaS and how GSIs and Regional SIs build and monetise practices around them.
  • Ability to effectively collaborate with cross-functional teams and build consensus across a matrixed organisation.
  • Highly motivated, driven, and results-oriented with a strong desire to succeed.
  • A demonstrated practice of integrating AI tools into your daily workflow to improve speed, quality, and decision-making.
  • Fluency with AI across core tasks — research, drafting, analysis, planning — used as a default, not an exception.
  • A continuous drive to experiment with and adopt better ways of working as tools evolve.
  • Openness and ability to travel ~50%.
Responsibilities
  • Develop and execute a strategic roadmap for ISV, GSI, and Regional SI partnerships across the APAC region, aligned to broader business goals — with ISV partnerships as the foundational motion.
  • Conduct proactive scouting and qualification of potential ISV partners that align with our strategic priorities and growth ambitions.
  • Identify and engage GSI and Regional SI partners whose delivery capabilities, industry verticals, or customer footprint create meaningful pipeline acceleration alongside the ISV motion.
  • Ensure ISV, GSI, and SI strategies are complementary — for example, facilitating ISV-SI co-delivery models and joint GTM plays where appropriate.
  • Build and maintain strong, long-term relationships with ISV partners from onboarding through co-selling execution.
  • Cultivate trusted relationships with GSI and Regional SI partners, understanding their practice-building priorities, client engagement models, and incentive structures.
  • Guide ISV partners through integration, validation, and certification processes in collaboration with technical teams.
  • Support GSI and Regional SI partners in developing CockroachDB capability, including enablement, solution development, and delivery readiness.
  • Serve as a trusted advisor across all partner types, helping them navigate opportunities and optimise joint success.
  • Develop and monitor joint business plans, ensuring measurable impact on pipeline and revenue.
  • Drive coordinated go-to-market initiatives that enhance partner visibility and deliver results.
  • Facilitate three-way collaboration (ISV + SI + CockroachDB field teams) to create integrated solutions and accelerate enterprise deals.
  • Act as a subject matter expert on ISV, GSI, and Regional SI partnerships for internal teams including Sales, Marketing, and Customer Success.
  • Ensure robust partner enablement and operational processes are in place across all partner types.
  • Adapt partner management approaches to reflect the distinct operating models of ISVs (product-led, integration-centric) versus GSIs/Regional SIs (services-led, delivery-centric).
  • Collaborate with global alliances counterparts to share insights, refine strategy, and adopt best practices across ISV and SI motions.
  • Provide leadership and mentorship to partnership team members and contribute to team performance.
  • Work closely with field sales and regional stakeholders to integrate partner-led opportunities into broader sales plays.
  • Partner with the technical and solutions architecture teams to support ISV integration programmes and SI practice development in parallel.
  • Coordinate with the global GSI team to ensure regional engagement with major GSI accounts is strategically aligned and accelerates pipeline and revenue.

Cockroach Labs builds and sells CockroachDB, a distributed SQL database designed for cloud applications. It runs across many servers and regions so it can store data locally where customers operate and still act as one global database. The product automatically distributes data and workload, scales elastically as demand grows, and keeps data consistent even if parts of the system fail, with options for cloud-based or on‑premises deployment. Revenue comes from subscription-based pricing based on usage and deployment choices. Compared with other databases, its key differences are multi-region, globally available data with regional sovereignty, continuous availability during failures, and strong SQL support used across environments. The company’s goal is to provide a scalable, reliable, and globally accessible database that helps modern cloud applications run smoothly in any region.

Company Size

501-1,000

Company Stage

Series F

Total Funding

$633.2M

Headquarters

New York City, New York

Founded

2015

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Simplify Jobs

Simplify's Take

What believers are saying

  • AI agent traffic growth of 10x validates demand for swarm-scale distributed SQL architectures at 300 nodes/1PB
  • C-SPANN vector index in v25.2 delivers 41% higher efficiency for AI-driven semantic search at scale
  • IBM LinuxONE Rockhopper 5 integration creates 'Always-On Data Foundation' with 99.999999% availability for agentic AI

What critics are saying

  • OpenAI and SpaceX may replace CockroachDB with vendor-native or open-source distributed databases in 9–15 months
  • IBM could prioritize its own Db2 on Power over CockroachDB in enterprise deals within 12–18 months due to channel conflict
  • AWS may steer customers toward Aurora or Redshift instead of CockroachDB within 6–12 months via bundled migration tooling

What makes Cockroach Labs unique

  • CockroachDB is the first commercially available distributed SQL database with native multi-region, multi-cloud deployment
  • It delivers zero-RPO recovery and strong global consistency without specialized hardware or operator intervention
  • PostgreSQL wire compatibility enables seamless migrations from legacy RDBMS while maintaining ACID guarantees

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Benefits

Health Insurance

Paid Parental Leave

Flexible Work Hours

Unlimited Paid Time Off

Relocation Assistance

Professional Development Budget

Growth & Insights and Company News

Headcount

6 month growth

0%

1 year growth

0%

2 year growth

1%
Luca Berton
Jul 4th, 2026
Inside Cockroach Labs' AI playbook: the database reckoning.

Inside Cockroach Labs' AI playbook: the database reckoning. From Cockroach Labs' own floor at RoachFest London 2026: 1,000 AI-built internal apps, an AI support engine, and why agents have no natural ceiling. Between the main-stage keynote and a series of floor conversations at RoachFest London 2026, I got a far more detailed picture of how Cockroach Labs itself is thinking about the agentic AI wave than any single talk could cover. Pieced together, it reads less like a vendor pitch and more like a company narrating its own reckoning with what is coming. 1,000 ai-built apps in two months. The starting data point: Cockroach Labs built an internal tool called Micah in a single week back in February. It gives every employee a ready-made environment to build apps, with access to whichever data sources their credentials already permit, out of the box. Two months after launch, 1,000 internal applications had already been deployed - every one backed by a CockroachDB serverless database. Their working rule of thumb: one AI hour is roughly equivalent to one human week of output, and they consider that a conservative estimate. Scale that ratio across every company running the same playbook, and the proliferation curve gets steep fast - which is exactly the premise behind the next part of the story. Trillion agents, zero ceiling. One line stopped me cold on the floor: "There's no limit to this. There'll be 10 billion agents. There'll be 100 billion agents. And there'll be a trillion agents." The argument behind it: mobile saturated at roughly 8 billion humans - a hard ceiling set by the size of the population. Agents have no equivalent ceiling. Cockroach Labs is already seeing 10x traffic growth from AI agents, and each successive 10x is arriving faster than the last, far faster than the three-to-five years the first jump took. The practical consequence for infrastructure: monoliths hit a wall, and most enterprises are still not on distributed infrastructure. What is coming is described as a "swarm proliferation" of databases following a power-law distribution across every enterprise, as AI-generated apps spin up in minutes and each one needs its own data layer. This is the same rising-tide pattern I heard described elsewhere on the floor: training GPUs came first, inference flipped the balance, agents went from a speculative proposition to near-ubiquitous in coding workflows in under a year, and data infrastructure is next in line. Agents call tools, tools call APIs, and data infrastructure has to handle a new class of machine-driven traffic at a scale nobody has architected for yet. Cloud providers are already publishing breakdowns of human-driven versus bot/agent API traffic - this is measurable now, not a forecast. Mission-Critical, zero RPO. None of this matters if the database underneath cannot survive it. Cockroach Labs' pitch to mission-critical customers stays constant regardless of the AI framing: lose an entire region and still hit zero recovery point objective, hold cross-country global transactions with strong consistency, and keep elastic scalability firm at peak load. In the speaker's words, these are "very, very difficult problems to solve in a context of distributed relational data systems." The customer logos on screen - Booking.com, DoorDash, Roblox, OpenAI, SpaceX, Cisco - were running mission-critical workloads on this foundation long before the market understood it needed this level of resilience. A separate, more technical floor conversation walked through what that resilience actually costs to operate: topology and node configuration, data locality and its latency implications, what Raft consensus really means for an ops team's day-to-day, and where latency shifts during a large-scale outage. The reassurance offered was genuine rather than glib - once a team has climbed that learning curve, those concerns fade into the background and focus shifts back to shipping. The database cost iceberg. Most companies see only the tip of the database cost iceberg, and that is exactly why modernization stalls before it starts. An estimated 80% of database spend sits hidden below the surface - idle compute, storage, and network capacity quietly draining budget, plus human labor costs that are among the most significant line items in the total cost equation. Migration costs are high enough, and success rates uncertain enough, that many organizations simply do not move, sitting on mountains of legacy technical debt instead. The reframing on offer: a single database going from supporting hundreds of use cases to supporting thousands is a genuinely disruptive multiplier, but every inefficiency compounds if the underlying dynamics are not addressed first - infrastructure cannot keep scaling linearly the way it did in the 1990s. Storage virtualization: the next chapter. The most forward-looking technical thread covered CockroachDB's next storage architecture. A new, purpose-built storage layer is coming - echoing how Pebble replaced RocksDB - cutting write amplification, delivering roughly 10x throughput gains, reducing latency, and lowering storage costs by multiples. Compute-storage decoupling lets clusters auto-scale without moving data between nodes, and virtual clusters - already powering the serverless product since around 2020 - are being extended to enterprise and BYOC customers on dedicated infrastructure. The uncomfortable number behind the pitch: most operational databases run at just 5-15% utilization. Virtualization can push that above 50%, which is a direct cost reduction rather than a marginal efficiency gain. An emerging agent layer is planned to sit on top of this stack, covering migration tooling and fleet management - the same agent-native database architecture Spencer Kimball outlined on the main stage. AI support: 90%+ case resolution from the first email. The most striking individual statistic came from a conversation about turning years of CockroachDB support history - runbooks, filed tickets, engineer back-and-forths, symptoms, remediations - into a real-time AI knowledge engine. The idea: an AI agent queries that institutional knowledge the moment a customer's first support email lands, with no human engineer in the loop yet. The results: 40% of cases get the exact correct answer from the initial email alone, with cited evidence and a full remediation path. A second AI evaluates the first AI's output for quality control. More than 90% of the time, the result is at least a mostly correct, genuinely useful answer. The broader point volunteered alongside the number: this is not a database-specific story. AI in the support loop is coming for every industry that has years of distilled institutional knowledge sitting in ticket history, because it moves faster and holds an entire organization's accumulated knowledge at once. Fleet management and multiplying team leverage. The operational thread tying all of this together was a shift in how Cockroach Labs frames database ops: stop treating individual workloads as isolated problems and start managing the full estate as a fleet. Setting policy, economics, and capacity centrally dramatically amortizes costs at scale. AI becomes the ops engine for the grunt work no team would ever staff for, catching the "little threads" before they escalate into outages - while humans stay elevated to own policy and governance rather than executing every routine task themselves. The people-side framing was equally direct: you cannot hire your way out of a database estate that is growing faster than headcount ever will. The real unlock is multiplying the leverage of the team already in place - including, notably, finally tackling the backlog most teams currently cannot even reach because there was never enough capacity to get to it. AI agents as real-time guardrails. The most concrete safety pitch involved AI agents functioning as a real-time layer against operator error. The opening example was sobering: a trading app incident where a costly mistake led to someone being put on administrative leave - entirely preventable, in the speaker's view. The proposed fix borrows a "two-key" analogy from nuclear launch protocols: destructive database actions should require a second check, the same way turning two keys at once prevents a single person from acting alone. An agent with full cluster context can flag "this is a production cluster" or catch a query touching an index that is no longer in use, essentially for free and in real time - no waiting on a slow human review cycle. The same agent-as-monitor pattern extends to day-to-day operations: agents stepping into monitoring and advisory roles, catching slow queries and missing indexes before they escalate, and handling migration diagnosis proactively rather than after the fact. The stated payoff is freeing engineering teams to focus on the strategic decisions the business actually needs from them. The throughline. Every one of these conversations, taken separately, sounds like a different pitch: internal tooling, resilience, cost, storage architecture, support automation, ops, safety. Taken together, they describe one company using its own infrastructure as the test bed for a thesis it is also selling: that the AI wave does not arrive as a single product feature, it arrives as pressure on every layer of the database estate simultaneously, and the only architecture built to absorb that pressure is one that was already distributed before agents showed up asking for it. Related reading. I am Luca Berton, AI and Cloud Advisor. I work at the intersection of distributed systems, platform engineering, and enterprise AI deployments. Book a consultation.

PR Newswire
Feb 12th, 2026
Cockroach Labs scales distributed SQL to 300 nodes and 1PB to support AI-driven applications

Cockroach Labs has announced validated support for 300-node CockroachDB clusters with up to one petabyte of data per cluster, alongside 64 vCPU nodes cloud-wide on CockroachDB Cloud. The update addresses scaling challenges posed by AI-driven and agentic applications, which generate extreme concurrency and unpredictable write patterns. The expanded capacity enables enterprises to run larger workloads without re-sharding, support thousands of agents accessing shared state in real time, and consolidate infrastructure whilst maintaining strong consistency. Booking.com's principal software engineer noted the enhanced capability provides confidence to scale without capacity concerns. This milestone forms part of a three-year roadmap to support even larger clusters and greater throughput. The company positions the advancement as essential infrastructure for AI-native applications requiring global coordination and operational durability.

News Journal
Apr 22nd, 2025
Yubi Partners with Cockroach Labs to Power the Future of Credit Infrastructure

CHENNAI, India and NEW YORK, April 22, 2025 /PRNewswire/ - Yubi Group, India's largest lending technology platform, has partnered with Cockroach Labs, to fuel its next phase of growth.

PR Newswire
Mar 4th, 2025
Cockroach Labs And Aws Collaborate To Accelerate Windows-Based Application And Database Modernization

Modernizing .NET applications and legacy databases with AI-powered transformation capabilitiesNEW YORK, March 4, 2025 /PRNewswire/ -- Cockroach Labs , the pioneer in cloud-native distributed SQL databases with CockroachDB, today announced a collaboration with Amazon Web Services (AWS) to modernize Windows-based applications reliant on monolithic legacy databases. The collaboration simplifies .NET application modernization with generative AI-powered Amazon Q Developer transformation capabilities and uses Cockroach Labs' tools to accelerate database migration to CockroachDB, a resilient, scalable database optimized for Amazon Elastic Compute Cloud (Amazon EC2) or Amazon Elastic Kubernetes Service (Amazon EKS) and hybrid AWS Outposts deployments.Enterprises are increasingly pursuing cost-efficiency by modernizing their IT infrastructure, yet many face significant hurdles with .NET applications running on outdated systems. These applications often depend on monolithic legacy databases, which, due to historical constraints, are poorly suited for the cloud due to limited horizontal scalability, a lack of multi-region support, and high-maintenance costs making it challenging to fully capitalize on the cloud's distributed architecture and cost-saving potential."We're thrilled to deepen our relationship with AWS to streamline and reduce the risks associated with .NET application and database modernization," said Allen Terleto, VP Global Partners and Ecosystem, at Cockroach Labs. "Using Amazon Q Developer, we aim to empower developers to create resilient, scalable applications that harness the full potential of distributed architecture across AWS's global infrastructure. By leveraging CockroachDB's multi-region resilience, seamless horizontal scalability, and compatibility with legacy RDBMS features, this collaboration equips developers with the necessary tools to accelerate the transition to modern, always-on, and high-performance cloud-native applications."Cockroach Labs customers, like Route , recognize the critical need for a distributed cloud database to support their mission-critical workloads. To modernize their monolithic architecture and ensure always-on data availability for over 1 billion orders, Route migrated to CockroachDB on AWS.By combining their strengths, Cockroach Labs and AWS offer a comprehensive solution for enterprises looking to modernize their legacy applications and fully embrace cloud-native architectures

PR Newswire
Nov 26th, 2024
Cryptsoft Pty Ltd. Has Added Support For Cockroachdb In The Latest Release Of Kmip Server Sdks

BRISBANE, Australia, Nov. 26, 2024 /PRNewswire/ -- Cryptsoft, the leading supplier of KMIP (Key Management Interoperability Protocol) technology to the open market, has added CockroachDB, the cloud-native and distributed SQL database, to the list of databases officially supported by their KMIP Server SDKs. Cryptsoft's Server SDKs (C, Java) are the market's preferred option for new companies looking to build a KMS (Key Management Server) product or service, established companies wanting to add a KMS product or service to their product portfolio, and established companies looking to add KMS capability to any existing products. KMIP Server licensees can now utilize CockroachDB, a modern cloud-native, distributed SQL database that was designed from the ground up for high availability, effortless scale, and control over data placement, to provide the database layer for the server's keystore. Any company looking to build KMS products or services in the cloud, or to sell cloud-hosted products that use KMS capabilities, can now leverage the benefits of CockroachDB. "One of the main reasons why our KMIP Key Management Server (KMS) SDKs are so successful in the market is that they are designed to give our licensees significant flexibility in terms of which technology they can select for critical functional layers, including the database layer