Principal Partner Solutions Architect - Distributed US

cockroachlabs; United States; Hybrid; USD 188,000 - 210,000; Full time

Benefits offered by this job

Stock options

Medical, dental, and vision insurance

Life and disability coverage

401(k) retirement plan

Paid parental leave

Mental wellbeing benefits

Flexible paid time off

11 paid holidays

10 paid sick days

Professional development funds

Hybrid work model

Job summary

Cockroach Labs is seeking a principal-level leader to own the Americas partner ecosystem as the senior technical authority. The role spans cloud, ISV, OEM, and GSI motions, driving strategy, certifying assets, and shaping go-to-market narratives to accelerate developer adoption and pipeline influence. This builder role operates with structured autonomy across a distributed U.S.

footprint. The candidate will lead architectural discussions, develop reusable technical assets, and leverage AI-native

Qualifications

• 10+ years in pre-sales, solutions architecture, or comparable technical customer-facing roles.
• Deep technical credibility across cloud, ISV, OEM, and GSI partner motions in the Americas region.
• Ability to lead architectural conversations spanning deployment patterns, migration strategies, and integration design.
• Strong content creation skills across executive presentations, technical writing, video walkthroughs, and live demonstrations.
• Willingness and ability to travel for partner events, customer meetings, and conferences.
• Self-directed builder mindset with capacity to set priorities, plan proactively, and ship weekly.

Responsibilities

• Formulate and execute technical partner strategy and go-to-market plans in close collaboration with business development counterparts.
• Develop and deliver a content arsenal including executive presentations, thought leadership white papers, technical blogs, joint case studies, webinars, conference talks, quickstart demos, and co-marketing launch packages.
• Act as the trusted technical advisor to Americas-based cloud, ISV, OEM, and GSI partners during discovery and opportunity identification.
• Lead architectural discussions, design exercises, and integration planning from developer teams through C-suite executives, adapting technical depth to the audience.
• Support proofs of concept and technical validation for partner solutions and the underlying distributed SQL platform.
• Build and publish reusable technical assets such as validated architectures, integration SDKs, reference implementations, GitHub repositories, and demo applications, amplified through partner badge programs and developer community presence.
• Use AI-native tooling as part of daily workflow to compress reactive support work, generate content, automate reporting, and accelerate asset creation.

Job description

Role overview

This principal-level position serves as the senior technical authority for the Americas partner ecosystem, spanning cloud, ISV, OEM, and GSI motions. The role combines deep technical credibility with proactive strategic leadership, owning the technical partner domain end-to-end to identify integration opportunities before they are requested, certify assets, and shape go-to-market narratives that drive measurable developer adoption and pipeline influence. It is a builder role where the candidate sets the agenda and operates with structured autonomy across a distributed U.S. footprint.

Responsibilities

• Formulate and execute technical partner strategy and go-to-market plans in close collaboration with business development counterparts
• Develop and deliver a content arsenal including executive presentations, thought leadership white papers, technical blogs, joint case studies, webinars, conference talks, quickstart demos, and co-marketing launch packages
• Act as the trusted technical advisor to Americas-based cloud, ISV, OEM, and GSI partners during discovery and opportunity identification
• Lead architectural discussions, design exercises, and integration planning from developer teams through C-suite executives, adapting technical depth to the audience
• Support proofs of concept and technical validation for partner solutions and the underlying distributed SQL platform
• Build and publish reusable technical assets such as validated architectures, integration SDKs, reference implementations, GitHub repositories, and demo applications, amplified through partner badge programs and developer community presence
• Use AI-native tooling as part of daily workflow to compress reactive support work, generate content, automate reporting, and accelerate asset creation

Requirements

• 10+ years in pre-sales, solutions architecture, or comparable technical customer-facing roles
• Deep technical credibility across cloud, ISV, OEM, and GSI partner motions in the Americas region
• Demonstrated ability to lead architectural conversations spanning deployment patterns, migration strategies, and integration design
• Strong content creation skills across executive presentations, technical writing, video walkthroughs, and live demonstrations
• Willingness and ability to travel for partner events, customer meetings, and conferences
• Self-directed builder mindset with capacity to set priorities, plan proactively, and ship weekly

Nice to have

• Hands-on familiarity with AI development tools such as Claude Code, Cursor, or ChatGPT integrated into daily workflows
• Prior experience launching technology partner programs, integrations hubs, or OEM relationships reaching regulated enterprise accounts
• Existing presence on developer community platforms where technical audiences actively participate

Benefits and work setup

• Anticipated annual base salary range of $188,000-$210,000 USD, plus commission eligibility
• Stock options, medical, dental, and vision insurance, plus life and disability coverage
• 401(k) retirement plan, paid parental leave, and mental wellbeing benefits
• Flexible paid time off, 11 paid holidays, and 10 paid sick days per year
• Professional development funds and resources for ongoing learning
• Hybrid work model with in-office presence on Mondays, Tuesdays, and Thursdays for employees local to a hub office