Principal Partner Solutions Architect - Distributed US

United States Digital Space LLC; United States; Remote; USD 210,000 - 270,000; Full time

Job summary

Cockroach Labs is seeking a Principal Solutions Architect for the Americas partner team to drive technical leadership across Cloud, ISV, OEM, and GSI initiatives. You will own your domain end‑to‑end, identifying integration opportunities before they’re requested and enabling partners with proactive guidance.

In this builder role, you’ll shape GTM narratives, develop reusable technical assets, and drive real pipeline influence while collaborating with cross‑functional teams and executive

Qualifications

• Minimum 10 years in pre-sales, solutions architecture, or equivalent roles in cloud tech.
• Proven ability to publish technical work and GTM content (repos, papers, blogs, demos).
• Excellent public speaking and stakeholder influencing skills across senior audiences.
• Deep understanding of cloud ecosystems and partner programs with hands‑on demos.
• Strong SQL / database knowledge and experience with distributed systems.

Responsibilities

• Formulate and execute technical partner strategy and GTM plans with BD counterparts.
• Develop a full content arsenal: GTM decks, white papers, blogs, case studies, webinars.
• Act as trusted technical advisor to partners during discovery and opportunity identification.
• Lead architectural discussions and integration planning across teams and executives.
• Support POCs and validation for partner solutions and CockroachDB.
• Build reusable assets: architectures, SDKs, references; publish co-marketing content.

Skills

10+ years experience

Public speaking

Cloud platforms

SQL / Databases

Hands-on coding

AI tools

Stakeholder influence

Business acumen

Self-motivation

Published technical work

Tools

AWS

GCP

Azure

Job description

Category-defining tech.Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.

Because when our customers win, we all win.

The Role

The Global Partnerships org is building an ecosystem motion that genuinely multiplies CockroachDB's market reach — and the results are already showing. In the past year alone, the team launched the ISV Technology Partner Program, shipped live integrations with LangChain, Anthropic Claude Code, Confluent, and Datadog, deepened a global IBM OEM relationship that reaches regulated enterprise accounts no direct sales team can access alone, and launched the CockroachDB Integrations Hub. Our AWS Strategic Collaboration Agreement is evolving into a systematic AI ISV acquisition engine, with early traction from AI-native companies.

As Principal Solutions Architect for the Americas partner team, you'll be the technical authority across our Cloud, ISV, OEM, and GSI partner motions in the Americas — combining deep technical credibility with proactive strategic leadership. You'll own your domain end-to-end: identifying integration opportunities before they're requested, building and certifying assets, shaping GTM narratives, enabling partners, and driving real pipeline influence. This is a builder role — you set the agenda.

You Will

• Formulate and execute technical partner strategy and GTM plans in close collaboration with your Business Development counterparts.

• Develop and deliver a full content arsenal — executive GTM presentations, thought leadership white papers, technical blogs, joint customer case studies, webinars, and conference talks — as well as integration walkthrough videos, quickstart demos, and co-marketing launch packages executed hand-in-hand with partner marketing teams to turn technical integrations into measurable developer adoption and pipeline.

• Act as the trusted technical advisor and strategic partner to Americas-based Cloud, ISV, OEM, and GSI partners during discovery and opportunity identification phase.

• Lead architectural discussions, design exercises, and integration planning across all levels of partner and customer organizations, from developer teams to C-suite executives

• Support POCs and technical validation for internal teams relating to partner solutions and cockroachDB.

• Lead deep technical conversations with Internal and external stakeholders engineering - provide guidance on architecture, deployment patterns, migration strategies, and integration design while adapting technical depth and messaging to the audience and scenario

• Build and publish reusable technical assets — validated architectures, integration SDKs, reference implementations, GitHub repos, and proof-of-concept applications — that the broader field and partner ecosystem can leverage; amplify each integration launch with co-marketing assets including integration quickstart guides, partner badge programs, and developer community presence on the platforms where builders actually spend their time

• Use AI tools (Claude Code, Cursor, ChatGPT) as part of your daily workflow to compress reactive support work, generate content, automate reporting, and accelerate asset creation

The ExpectationsIn your first 30 days

you will learn about CockroachDB and become proficient in the product and our AI-native tooling stack. You will onboard the Americas partner landscape, meet key BDs and partners, and understand the active pipeline and strategic priorities for the region.

By the end of your first 90 days

you will have effectively onboarded onto Americas regional coverage, shipped 1+ reusable technical assets (repo, validated architecture, or demo), integrated AI tools into your daily workflow, and received positive BD feedback on your technical leadership in partner conversations. You should have your first ecosystem integration contribution scoped or in progress, and be operating with structured autonomy — owning your priorities, coming with plans, and shipping weekly.

You Have

• 10+ years in pre-sales, solutions architecture, partner engineering, or technical consulting roles within the cloud technology space

• A visible body of published technical work and GTM content — repos, white papers, blogs, validated architectures, reference implementations, presentation decks, and thought leadership materials — that establishes your credibility in the field

• Comfort speaking in front of groups for presentations, webinars, talks, both internally and externally

• Deep understanding of cloud ecosystems, with hands‑on experience in at least one of AWS, GCP, or Azure — their architecture paradigms, partnership programs, marketplace mechanics, and co‑sell motions

• Strong hands‑on technical skills — you can build demos, write code, design architectures, and run POCs. You are not purely a slide‑and‑talk SA

• Experience with relational databases, distributed systems, and/or SQL — knowledge of PostgreSQL, CockroachDB, or distributed SQL is a strong plus

• Demonstrated track record of presenting to and influencing diverse stakeholders — from hands‑on architects and engineering leads to VPs, CTOs, and partner executive sponsors — with the technical credibility to command a room and the versatility to adapt narrative, depth, and delivery format to any audience

• Proficiency with AI‑assisted tools and workflows — you currently use AI tools (Copilot, ChatGPT, Claude, Cursor, or similar) in your work and see AI as an accelerator, not a novelty

• Strong business acumen — you understand partner economics, marketplace dynamics, and how technical work connects to pipeline and revenue

• Self‑directed and initiative‑driven — you identify priorities, create plans, and execute without waiting to be told what to do

• Strong public speaking and presentation skills — you have presented at conferences, partner summits, executive briefings, or industry events and can point to a body of work (talks, webinars, blogs, video content, published writing) that demonstrates your technical credibility and thought leadership; you are comfortable on camera, capable of creating compelling recorded demos and integration walkthroughs, and you know how to build authentic developer presence on the platforms where technical audiences actually spend time

• Ability to travel as needed for partner events, customer meetings, and conferences

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at