Principal Partner Solutions Architect

Category-defining tech. Career-defining work. For more than a decade, Cockroach Labs has built database technology trusted to power some of the world's most mission-critical applications. Now, as AI transforms how software is created and operated, the infrastructure behind it has to keep pace. Cockroach Continuum is built to meet this moment, bringing individual databases together into one fleet designed for agentic applications, where AI agents help teams provision, scale, and optimize workloads at machine speed. The customers you’ll work with are some of the most innovative businesses in the world, and the problems they’re trying to solve are real and urgent. You’ll bring a genuinely differentiated product to a market moving fast, at a company positioned to lead it. The people who thrive here are the ones who want to own that opportunity. 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 comp