OT Channel Sales Manager

New

Tiger DataIndustrial Automation / Data

This role is remote and can be based anywhere in the United States.Full-TimeManager

Salary not disclosed

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Job Details

6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development.
Demonstrated track record of recruiting and signing net-new partners.
Hands-on experience working with OT software systems integrators.
Working familiarity with industrial historians and the operational data layer.
Fluency in the OT technology stack (SCADA, DCS, PLCs, BMS, EPMS, power monitoring).
Experience building and executing joint go-to-market plans with measurable pipeline and revenue outcomes.
Strong executive communication skills to engage C-suite and engineering leads.
Ability and willingness to travel regularly throughout North America (up to 50%).
Practical AI fluency and willingness to incorporate AI into daily workflows.
Experience structuring and negotiating complex commercial agreements (nice to have).
Experience selling historian platforms or time-series databases (nice to have).

Identify, recruit, and sign systems integrators specializing in SCADA, DCS, historian, BMS, EPMS, and control architectures.
Develop and maintain a prioritized target account strategy based on market presence and project volume.
Structure reseller, referral, co-sell, and design partnership agreements.
Assess partner technical and commercial competency to create targeted enablement plans.
Drive joint go-to-market execution, including account mapping and co-selling with the direct sales team.
Maintain accurate CRM reporting for recruitment and revenue forecasting.
Represent TigerData at industrial automation conferences and partner meetings.
Leverage AI tools for partner research, territory planning, and operational efficiency.

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