Microsoft Alliance Director - Seattle, WA

What you build and where it takes you should be unrestricted by the capabilities of your database. We created CockroachDB as the planet's most highly evolved, cloud-native, distributed SQL database. Making scale so simple you don't even have to think about it. Making data so resilient it becomes impossible to destroy. Making delivery so seamless, your apps run anywhere. Join us on our mission to build a different breed of database—one born in the cloud and built from the ground up to help companies of any size scale fast, survive disaster, and thrive everywhere.

About The Role

Cockroach Labs is looking for an accomplished and motivated Microsoft Cloud Alliance Director to join our Partner team. This position will define and lead the global strategy and execution for our rapidly expanding and prominent partnership with Microsoft Azure. This role involves proactively developing and fostering relationships within the Microsoft ecosystem and collaborating cross-functional teams (Sales, Marketing, Engineering, Product) to build a scalable partnership. The ideal candidate will have an impressive track record in creating and building successful global partnership plans with Microsoft and have a deep understanding of the Microsoft organizational structure. While this is a remote role, the ideal candidate will be based in Seattle, WA. 

You Will

• Define the partnership plan to expand our presence across key market segments and regions in North America, EMEA, and APAC.
• Proactively identify and prioritize business opportunities (new verticals, use cases/outcomes, business users, etc.) in order to activate sales execution.
• Strategically promote and position partnership advantages to foster strong, long-term relationships with Microsoft Azure sales and technical teams.
• Plan and execute joint marketing campaigns with Microsoft to raise awareness and generate demand for Cockroach Labs.
• Define a plan with measurable outcomes for proactively landing and promoting sales plays within the Microsoft field organization.
• Recruit executive sponsors and key executive supporters within Microsoft Azure and Cockroach Labs to create a strong alignment structure.
• Ensure Cockroach Labs is optimally positioned within the Microsoft product and program structure.
• Collaborate with cross-functional teams, including Sales, Marketing, and Product, to develop and implement channel enablement programs, joint marketing campaigns, and sales activation.
• Work collaboratively with Microsoft and Cockroach Labs field teams to define strategic accounts and joint account planning targets, to support proactive business development.
• Oversee the management of the Azure co-sell program, ensuring timely registration and handling of co-sell opportunities.
• Track, analyze, and report on key performance metrics and pipeline activities for internal stakeholders, including executive leadership, to drive data-driven decision-making and optimize channel performance.

The Expectations

In your first 30 days, you will learn about CockroachDB and become proficient in the product and our approach to partnerships. We believe that it is necessary for you to build this foundation so you can successfully grasp Cockroach Labs' strategy. Upon completion of your first month, you will have the ability to effectively participate in conversations with partners.

After 60 days, you'll be leading conversations with prospective partners. You will also be leading field engagement and enablement efforts with existing partners.

Within 90 days, you will be proactively recruiting and managing partners. You will also be developing go-to-market plans, enablement activities, and leading business reviews with partners.

You Have

• 8-10+ years of experience, particularly with SaaS cloud partnerships.
• Proven track record of driving channel sales and revenue growth within the Microsoft Azure ecosystem.
• Advanced understanding of Microsoft Azure, including its products, services, organizational structure, and go-to-market strategies.
• Excellent relationship-building and communication skills, with the ability to effectively collaborate with internal and external stakeholders at all levels.
• Demonstrated experience in developing and executing channel strategies, including strategic product investment, sales engagement, and sales enablement.
• Solid understanding of the ISV technology landscape, specifically in distributed databases, cloud infrastructure, or related fields.
• Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic startup environment.
• Willingness to travel as required to meet with channel partners and attend industry events.

Our Benefits

• Comprehensive health insurance coverage (for you and your dependents!)
• Paid parental leave (with baby bucks)
• Flexible time off & flexible hours
• Education reimbursement

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 [email protected].

The annual anticipated base salary range for U.S. candidates for this role is USD $150,000 to $200,000, plus commission if a sales role. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location.  Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted. Salary is one component of the Cockroach Labs’ total rewards package, which includes stock options, health insurance, life and disability insurance, funds towards professional development resources, flexible PTO, paid holidays, and parental leave, to name a few! Salaries for candidates outside the U.S. will vary based on local compensation structures.