VP of Channels & Strategic Alliances

TigerData

101d

About The Position

At TigerData, formerly Timescale, we empower developers and businesses with the fastest PostgreSQL platform designed for transactional, analytical, and agentic workloads. Trusted globally by thousands of organizations, TigerData accelerates real-time insights, drives intelligent applications, and powers critical infrastructure at scale. As a globally distributed, remote-first team committed to direct communication, accountability, and collaborative excellence, we're shaping the future of data infrastructure, built for speed, flexibility, and simplicity. If you're a proven startup builder who can cut through ambiguity, rally cloud hyperscalers, and turn partner relationships into pipeline machines, we built this seat for you. As our VP of Channels and Strategic Alliances, you’ll own the next phase of TigerData’s partner-led growth motion across cloud marketplaces, co-sell, channel, and strategic alliances. We already have meaningful AWS momentum, are ramping on Microsoft, and are building the early muscles for verticalized partner plays. But we need someone to lead, orchestrate, and scale it all. This is a player-coach role. You’ll start by leading a team of 2 and growing with impact. You’ll also work cross-functionally with Sales, RevOps, Marketing, and Execs to turn potential into performance.

Requirements

• Have 10+ years in strategic partnerships, business development, or channel leadership in high-growth enterprise software, ideally data infrastructure or cloud platforms.
• Have deep co-sell experience with AWS, including managing marketplace listings, business plans, and field motions; Azure experience is a plus.
• Have experience leading or heavily contributing to GTM partner programs in a Series A–C startup.
• Know how to work across functions to launch partner campaigns and GTM plays that drive results, not just slides.
• Can speak credibly about how partnerships intersect with modern AI and industry use cases.
• Are able to communicate effectively with both technical and commercial stakeholders, from partner engineers to CROs.
• Are comfortable managing a lean team and coaching ICs toward meaningful outcomes.
• Are familiar with the MEDDIC sales methodology and possess strong operational and strategic skills.

Nice To Haves

• You're a traditional channel chief who's used to inheriting established ecosystems.
• You haven’t personally built or owned a co-sell pipeline or marketplace motion.
• You prefer strategy and delegation over execution; this role still gets into the details.
• You’re not comfortable navigating the fast, sometimes messy growth of a startup environment.
• You expect well-defined partner playbooks from day one; you'll be writing many of them!

Responsibilities

• Targeting, engaging, and orchestrating strategic alliances with global data, cloud, and industry platform partners to drive joint pipeline and thought leadership.
• Developing and executing partner sales campaigns and GTM strategies to generate partner-sourced and partner-accelerated pipeline and revenue.
• Build and scale our global channel and alliance program, including partner segmentation, tiering, enablement, and incentives.
• Lead the global partner strategy for AWS, Microsoft, and key technology and industry alliances, from vision to execution.
• Build and deepen executive relationships with cloud and GTM leaders to ensure alignment from business planning to field co-sell to technical enablement.
• Drive partner-sourced and partner-accelerated pipeline through joint GTM motions, industry experiments, and co-marketing programs.
• Align with Sales, RevOps, and Marketing to ensure partner strategy supports core revenue priorities.
• Manage a small but growing team focused on partner execution and enablement.
• Own KPIs across strategic alliances: sourced pipeline, co-sell influence, and revenue acceleration.
• Strategic integrations to drive joint pipeline and thought leadership with partners.
• Leading co-sell engagements and related TigerData sales initiatives with partners, aligning with our sales and RevOps teams.
• Orchestrating and executing Partner Enablement in order to drive pipeline/champions.
• Orchestrating and executing the Enablement of Industry Partners.
• Coordinating key industry events such as AWS re: Invent and similar opportunities to strengthen partner collaboration.

Benefits

• Flexible PTO and comprehensive family leave
• Fridays off in August
• Fully remote opportunities globally
• Stock options for long-term growth
• Monthly WiFi stipend
• Professional development and educational resources
• Premium insurance options for you and your family (US-based employees)

What This Job Offers

• Job Type: Full-time
• Career Level: Executive