• Own and manage the IBM OEM partnership across the Americas, serving as the primary regional owner and point of accountability • Act as a co-sell overlay, working closely with IBM’s Americas sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner-sourced and partner-attributed pipeline • Work closely with IBM’s Americas sales organization and Cockroach Labs’ sales teams to generate and progress partner-sourced and partner-attributed pipeline, directly driving regional revenue through joint selling motions • Drive net-new and expansion revenue by identifying new customers, expanding footprint within existing accounts, and increasing market penetration across the U.S. and Canada • Lead account-specific partner programs and execution plans for priority IBM accounts, tracking progress and driving measurable outcomes • Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations • Drive regional partner enablement, including sales training, field readiness, and messaging alignment • Maintain ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting • Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders • Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across the Americas, including escalation management when needed • Collaborate cross-functionally with Sales, Sales Leadership, Product, and Marketing teams • Travel across the U.S. and Canada to support partner engagement, customer meetings, and regional events