Partner Director, IBM - APAC

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 Cockroach Labs is seeking an experienced Partner Sales Manager to own and grow our OEM partnership with IBM across the APAC region. Based in Singapore, this role is focused on driving direct partner-attributed revenue through close alignment with IBM’s regional sales organization and Cockroach Labs’ internal sales teams. You will act as the regional owner of the IBM partnership in APAC—responsible for relationship management, pipeline development, deal execution, enablement, and forecasting. This is a highly sales-oriented, cross-functional role requiring close collaboration with internal Sales, Product, Partner Marketing, and Sales Leadership teams, as well as IBM stakeholders, to drive partner-led growth across the region. You Will Own and manage the IBM OEM partnership across APAC Work closely with IBM’s APAC sales organization and Cockroach Labs’ sales teams to generate, progress, and close partner-sourced and partner-attributed pipeline, directly driving regional revenue through joint selling motions. Manage account-specific programs, track account progress, and drive measurable outcomes across priority IBM accounts Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations Drive regional partner enablement, including sales training, field readiness, and messaging alignment Forecast partner-driven deals internally and maintain accurate, up-to-date pipeline visibility Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders Maintain clear ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting. Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across APAC, including escalation management when needed Collaborate cross-functionally with Sales, Sales Leadership, Product, and Partner Marketing teams Travel across the APAC region to support partner engagement, customer meetings, and regional events Drive net-new and expansion revenue by working closely with IBM and Cockroach Labs sales teams to identify new customers, expand footprint within existing accounts, and increase regional market penetration Proactively own and deepen the IBM OEM partnership across APAC, identifying and prioritizing regional revenue opportunities while strengthening long-term, mutually beneficial collaboration You Have 10+ years of experience in a sales, partner sales, or strategic partnerships role Proven ability to drive revenue through partners, ideally within OEM, cloud, or enterprise technology ecosystems Strong sales-focused mindset with experience owning pipeline, forecasting, and closing deals Demonstrated success working closely with partner sales teams and internal field sales organizations Highly motivated, proactive, and comfortable operating autonomously in a regional role Ability to manage multiple accounts, programs, and initiatives simultaneously Strong organizational skills with attention to detail and the ability to track progress across complex deals Excellent interpersonal and communication skills, with the ability to build trust and influence across organizations Willingness to travel across APAC and work across multiple time zones Creative, outside-the-box thinker who can adapt to complex partner dynamics Self-motivated, target-oriented, with strong problem-solving skills and the ability to work independently in a fast-paced environment 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 Stock Options Medical Insurance Vision Insurance Dental Insurance Life and Disability Insurance Professional Development Funds Flexible Time Off Paid Holidays Paid Sick Days Paid Parental Leave Retirement Benefits Mental Wellbeing Benefits And more!