Partner Sales Manager (Brazil)

Join us as we scale our business by building on our tremendous success around the world. The massive database market is going to double over the next few years and TiDB is a global player positioned as a major disruptor with TiDB Database and Database as a Service offering. TiDB is an open-source, cloud-native, distributed SQL database for elastic scale and real-time analytics. Large and high-growth organizations in markets as varied as financial services, logistics, gaming, e-commerce and software as a service have successfully deployed and expanded their TiDB footprint on mission-critical applications. Our strong open-source community roots (39,500+ stars on GitHub), innovative products and inclusive culture draw passionate and dedicated people to our company. Learn more about TiDB careers and join our team to be at the forefront of innovation and growth.

Overview:

We are seeking a highly motivated and results-driven Partner Sales Manager to significantly expand our presence and drive revenue growth in LATAM. This role is crucial for scaling our business by leveraging the cooperation with hyperscalers and key local channel partners, including but not limited in resellers, SIs, and service providers. This position is quota-carrying; the Partner Sales Manager will be directly responsible for achieving a dedicated sales target by facilitating the resale and increasing the adoption of TiDB products throughout our partner ecosystem.

Key Responsibilities:

Sales Quota and Revenue Generation

• Manage an individual sales quota, deriving partner-sourced and close sales opportunities.
• Collaborate with partners to identify, qualify, and accelerate strategic sales opportunities.
• Develop comprehensive account plans with top-tier partners to maximize TiDB visibility and sales velocity.
• Accurately forecast and report on partner pipeline and quota attainment.

Partner Development and Management

• Recruit, onboard, and manage strategic channel partners (resellers, SI's, distributors), primarily aligned with target cloud vendors.
• Cultivate executive-level relationships with key personnel at Azure, Alibaba Cloud, etc. and their top partners.
• Establish joint GTM strategies, enablement programs, and co-selling motions to boost TiDB adoption via the partner network.
• Ensure partners are enabled, certified, and motivated to sell TiDB effectively.

Go-to-Market Development

• Localize partner GTM strategies in assigned territory.
• Execute joint marketing campaigns, events, and pipeline acceleration programs.
• Provide market feedback on competitive dynamics, pricing, and partner requirements.

Required Qualifications:

• 8+ years of enterprise or cloud sales experience, with at least 4+ years in partner-led or channel sales roles.
• Proven quota-carrying track record selling through: cloud marketplaces, distributors, SIs or MSP
• Strong working relationships with Azure or other hyperscaler field organizations and partner teams.
• Experience selling data infrastructure, databases, SaaS platforms, or cloud-native technologies.
• Demonstrated ability to recruit, manage, and scale a high-performing channel partner network.
• Fluency in Portuguese strongly preferred depending on region.
• Experience operating in a fast-paced, high-growth startup environment (preferred).

We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.