OT Channel Sales Manager

Join TigerData as an OT Channel Sales Manager, where you will build and activate relationships with systems integrators in the industrial sector. You will work closely with various departments to define a world-class OT partner ecosystem and develop targeted enablement plans. This role offers the opportunity to make a significant impact on the company's growth and success.

This 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

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

Responsibilities

• Identifying, recruiting, and signing systems integrators with deep operational technology expertise.
• Developing and maintaining a prioritized target account strategy based on market presence, customer footprint, and project volume.
• Building and executing joint go-to-market plans with newly signed partners, coordinating account mapping, pipeline generation activities, and co-selling motions.
• Have 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
• Have built and executed joint go-to-market plans that generated measurable pipeline and revenue outcomes

Requirements

• Have 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles
• Have 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
• Have a track record of recruiting and signing net-new partners rather than simply managing inherited relationships
• Are willing to travel regularly throughout North America expect up to 50%
• Possess strong executive communication skills and can confidently engage controls engineers, practice leads, business leaders, and C-suite executives
• Are fluent in the OT technology stack SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and the protocols and architectures that connect them
• Existing relationships with OT systems integrators across one or more industrial verticals
• Experience structuring and negotiating complex commercial agreements including reseller, referral, co-sell, and strategic partnership arrangements
• Experience selling historian platforms, time-series databases, industrial software, or operational data platforms
• Familiarity with historian modernization and displacement narratives OSIsoft PI, AVEVA, and comparable legacy platforms

Benefits

• Previous experience helping build and scale an early-stage partner program