---
title: 'OT Channel Sales Manager at Tiger Data'
canonical: 'https://feeny.ai/job/ot-channel-sales-manager-tiger-data-united-states-g44b1qj0g7w5'
type: 'job'
last_seen: '2026-10-16'
---

# OT Channel Sales Manager at Tiger Data

- **Company:** Tiger Data
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-22
- **Last confirmed live:** 2026-10-16
- **Apply:** https://jobs.ashbyhq.com/tigerdata/bfcd6e0f-83a2-4f23-8390-1fcb8ff6e107

## Job description

At Tiger Data, 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, Tiger 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. As an OT Channel Sales Manager, you will build one of TigerData’s most strategic routes to market from the ground up. Reporting into the Partnerships organization, you will recruit, negotiate, and activate relationships with the systems integrators who design and deploy control architectures across industrial environments. The partnerships you build will directly influence how manufacturers, energy and utility operators, oil and gas producers, and data center operators adopt TigerData’s technology as the operational data layer for their most critical systems. 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. You'll work closely with Sales, Product, Solutions Architecture, Finance, and Legal to define what a world-class OT partner ecosystem looks like at TigerData. 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. 📍 Location: This role is remote and can be based anywhere in the United States. Regular travel throughout North America is expected.

What you will be responsible for in this role

Build TigerData's OT Systems Integrator Ecosystem

- Identify, recruit, and sign systems integrators with deep operational technology expertise firms that design and deploy SCADA, DCS, historian, BMS, EPMS, power monitoring, and broader control architectures.
- Target integrators across industrial verticals including manufacturing, energy and utilities, oil and gas, and data centers, prioritizing firms whose project portfolios align with TigerData's technical strengths.
- Develop and maintain a prioritized target account strategy based on SI market presence, customer footprint, vertical focus, technical capabilities, and project volume.

Develop Strategic Partner Motions

- Structure reseller, referral, co-sell, and design partnership agreements tailored to the OT systems integrator ecosystem.
- Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks.

Assess and Build Partner Competency

- Assess the technical and commercial competency of prospective and newly signed partners identifying where each firm sits today relative to what they need to specify, deploy, and support TimescaleDB Enterprise confidently.
- Develop targeted enablement plans that close identified gaps, working alongside Solutions Architecture, Product, and the Partner Program function.
- Equip partners to position TimescaleDB Enterprise within project bids, reference architectures, and historian modernization proposals.

Drive Joint Go-to-Market Execution

- Build and execute joint GTM plans with newly signed partners.
- Coordinate account mapping, pipeline generation activities, and co-selling motions with TigerData's direct sales organization.
- Support partners through their first opportunities and deployments to ensure successful outcomes and long-term adoption.

Own Pipeline Creation and Forecasting

- Maintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts.
- Track partner-sourced and partner-influenced pipeline performance.

Help Shape the Future of the Program

- Represent TigerData at industrial automation conferences, vertical industry events, customer events, and partner meetings.
- Leverage AI tools to improve partner research, territory planning, account prioritization, pipeline management, forecasting, and operational efficiency. We expect candidates to demonstrate practical AI fluency and a willingness to incorporate AI into daily workflows.

You could be a great fit it

- Have 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.
- Have a track record of recruiting and signing net-new partners rather than simply managing inherited relationships.
- 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 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.
- Are fluent in the OT technology stack SCADA, DCS, PLCs, BMS, EPMS, power monitoring, and the protocols and architectures that connect them.
- Have built and executed joint go-to-market plans that generated measurable pipeline and revenue outcomes.
- Possess strong executive communication skills and can confidently engage controls engineers, practice leads, business leaders, and C-suite executives.
- Are willing to travel regularly throughout North America expect up to 50%.

## Nice to have

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

You might not be a great fit if

- You prefer inheriting mature partner programs rather than building new ones.
- You want a highly structured environment with established playbooks and defined processes.
- You prefer account management over business development and partner recruitment.
- Your channel experience is primarily hardware-based rather than OT software.
- You are uncomfortable negotiating commercial agreements and navigating ambiguity.

[About Tiger Data🐯](https://www.tigerdata.com/about) Tiger Data, formerly Timescale, sets the standard as the fastest PostgreSQL platform for modern workloads. Trusted by more than 2,000 customers across 25+ countries and powering over 3 million active databases, we enable developers and organizations to build real-time, intelligent applications at scale. Backed by $180 million from top-tier investors, Tiger Data is building the new standard for data infrastructure, built on PostgreSQL, designed for the future. 👉 👉 Want to get a feel for how we work and what we value? Check out our blog post:[What It Takes to Thrive at Tiger Data](https://www.timescale.com/blog/what-it-takes-to-thrive-at-timescale)

Our Tech Stack: We don't require previous experience with our tech stack, but enthusiasm for learning is key. Our technologies include PostgreSQL, Tiger Cloud, AWS, Go, Docker, Kubernetes, Python, and innovative features like Hypertables, Hypercore, vector search, and real-time analytics.

Learn more athttps://www.tigerdata.com[www.tigerdata.com](http://www.tigerdata.com) or follow us on Twitterhttps://twitter.com/TigerData[@TigerDatabase](https://x.com/TigerDatabase)

What We Offer: (Please note that benefits may vary based on country.)

- 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)

Ready to join the future of PostgreSQL? We can’t wait to meet you. 🚀🐯

## About Tiger Data

## Company Overview
- **One-liner**: Tiger Data builds a cloud-native PostgreSQL platform optimized for time-series and real-time analytics, serving developers and enterprises across industries from IoT to AI.
- **Entity Type**: Private (total funding raised: $180 million; latest round: $110 million)
- **Headquarters**: Not publicly available
- **Founded**: Not publicly available (likely mid-2010s based on team context)
- **Founders**: Ajay Kulkarni (CEO) and Mike Freedman (CTO)

## Core Business
- Primary industry: Data infrastructure / Database-as-a-Service (DBaaS)
- Target customers: B2B, developers, enterprises (IoT, Web3, AI, industrial automation)
- Mission/purpose: “We build data infrastructure that accelerates the future” – giving developers powerful, fast, and reliable PostgreSQL for the hardest data workloads.

## Products & Services
- **[Tiger Data Platform]**: A managed PostgreSQL service with built-in time-series capabilities. Key features include automatic partitioning, row-columnar storage, tiered storage (hot on SSD, cold on object storage), lakehouse integration (Kafka/S3 ingest to Iceberg), 200+ time-series SQL functions, hybrid search (keywords, vectors, filters, ranking), and Postgres-native access via SQL, APIs, CLI, and UI. It is SOC 2 Type II and GDPR compliant.

## Market Standing
- **Valuation**: Not disclosed
- **Key Metric**: Total funding raised – $180 million (as of the latest announcement)
- **Notable Investors**: Not listed on the website; the company mentions “partners” but does not name specific investors in the provided materials.
- **Growth Signals**: Over 2,000 companies and 3 million databases hosted; recent $110 million funding round (“Year of the Tiger”); expanding into lakehouse integrations and enterprise security; remote-first, engineering-led culture.

## Competitive Advantages
- Built on PostgreSQL – a proven, extensible, and widely adopted database foundation.
- Specialized for time-series and real-time analytics with row-columnar storage and tiering that balances performance and cost.
- Hybrid retrieval combining keywords, vectors, and ranking for modern search use cases.
- Native Postgres compatibility (SQL, APIs, existing ecosystem tools) lowers migration friction.
- Enterprise-grade security and compliance (SOC 2 Type II, GDPR, encryption at rest/in transit).

## Strategic Focus
- Deepening lakehouse and streaming integrations (Kafka, S3, Iceberg) to unify real-time and historical data.
- Continuing to optimize PostgreSQL for AI, IoT, and Web3 workloads.
- Scaling the developer community while meeting enterprise operational requirements.

## Why Work Here
- **Culture**: Remote-first, engineering-led, asynchronous collaboration. Values include “Get Sh*t Done,” “Absolutely Own the Outcome,” “Be Excellent but Humble,” “Embrace the Challenge,” and “Be Direct, with Respect.” The company hires “company builders” who thrive on autonomy and purpose.
- **Work policy**: Fully remote with global team; August Fridays off; global offsites and meetups.
- **Benefits**: Premium insurance, stock options, flexible PTO, 12-weeks fully-paid parental leave, educational benefits, end-of-year company shutdown.
- **Engineering culture**: Highly technical peers, open-source core, tough technical challenges, high trust and ownership.

## Sources
1. [tigerdata.com](https://www.tigerdata.com/) – Product overview and integrations
2. [tigerdata.com/about](https://www.tigerdata.com/about) – Founders, funding ($180M total), team, company story
3. [tigerdata.com/careers](https://www.tigerdata.com/careers) – Values, benefits, remote culture, “Year of the Tiger” $110M funding mention
4. [jobs.ashbyhq.com/tigerdata](https://jobs.ashbyhq.com/tigerdata) – Open career opportunities

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