Principal Partner Solutions Architect

Cockroach Labs • San Mateo, NY

1d • Hybrid

About The Position

CockroachDB is a category-defining technology that makes it easier for companies to build and scale applications. The Global Partnerships organization is building an ecosystem motion to multiply CockroachDB's market reach. This role is a builder role where you set the agenda for technical partner strategy and execution in the Americas. You will be the technical authority across Cloud, ISV, OEM, and GSI partner motions, combining deep technical credibility with proactive strategic leadership. You will own your domain end-to-end, identifying integration opportunities, building and certifying assets, shaping GTM narratives, enabling partners, and driving pipeline influence.

Requirements

• 10+ years in pre-sales, solutions architecture, partner engineering, or technical consulting roles within the cloud technology space.
• A visible body of published technical work and GTM content (repos, white papers, blogs, validated architectures, reference implementations, presentation decks, and thought leadership materials).
• Comfort speaking in front of groups for presentations, webinars, and talks, both internally and externally.
• Deep understanding of cloud ecosystems, with hands-on experience in at least one of AWS, GCP, or Azure — their architecture paradigms, partnership programs, marketplace mechanics, and co-sell motions.
• Strong hands-on technical skills — ability to build demos, write code, design architectures, and run POCs.
• Experience with relational databases, distributed systems, and/or SQL.
• Demonstrated track record of presenting to and influencing diverse stakeholders — from hands-on architects and engineering leads to VPs, CTOs, and partner executive sponsors.
• Proficiency with AI-assisted tools and workflows (Copilot, ChatGPT, Claude, Cursor, or similar).
• Strong business acumen — understanding of partner economics, marketplace dynamics, and how technical work connects to pipeline and revenue.
• Self-directed and initiative-driven — ability to identify priorities, create plans, and execute without waiting to be told what to do.
• Strong public speaking and presentation skills — experience presenting at conferences, partner summits, executive briefings, or industry events.
• Comfortable on camera, capable of creating compelling recorded demos and integration walkthroughs.
• Ability to travel as needed for partner events, customer meetings, and conferences.

Nice To Haves

• Knowledge of PostgreSQL, CockroachDB, or distributed SQL is a strong plus.
• Ability to build authentic developer presence on platforms where technical audiences spend time.

Responsibilities

• Formulate and execute technical partner strategy and GTM plans in collaboration with Business Development counterparts.
• Develop and deliver a full content arsenal including executive GTM presentations, thought leadership white papers, technical blogs, joint customer case studies, webinars, conference talks, integration walkthrough videos, quickstart demos, and co-marketing launch packages.
• Act as the trusted technical advisor and strategic partner to Americas-based Cloud, ISV, OEM, and GSI partners during discovery and opportunity identification.
• Lead architectural discussions, design exercises, and integration planning across all levels of partner and customer organizations.
• Support POCs and technical validation for internal teams relating to partner solutions and CockroachDB.
• Lead deep technical conversations with internal and external stakeholders, providing guidance on architecture, deployment patterns, migration strategies, and integration design.
• Build and publish reusable technical assets such as validated architectures, integration SDKs, reference implementations, GitHub repos, and proof-of-concept applications.
• Amplify each integration launch with co-marketing assets including integration quickstart guides, partner badge programs, and developer community presence.
• Use AI tools (Claude Code, Cursor, ChatGPT) as part of your daily workflow to compress reactive support work, generate content, automate reporting, and accelerate asset creation.

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
• 401(k) plan

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed