Business Development Manager – SQL Server Partnerships (Remote in LATAM / English Proficiency)

For our client, an international independent database software vendor from New Zealand specializing in database protection, replication, and disaster recovery, we are looking for a Business Development Manager – SQL Server Partnerships, who will

Build and scale a high-performing SQL Server–focused partner ecosystem that drives net-new revenue and market share for the company’s SQL Server disaster recovery / replication solution across LATAM and North America.

The position also includes international business trips to New Zealand and/or other locations for company-wide meetings, partner visits, and industry events.

WHAT WE’RE SEEKING IN OUR IDEAL CANDIDATE:

Professional English Fluency Required (confident presenting to partners and collaborating with a global team.).
4–6+ years of experience in B2B tech partnerships and/or channel sales within at least one of these areas:

Microsoft SQL Server ecosystem (VAR/MSP/CSP/SI)
Data platform, infrastructure, backup/DR, or replication software

Solid working knowledge of Microsoft SQL Server workloads – high availability / disaster recovery, replication, backup/restore, and migration scenarios (on-prem and hybrid). You don’t need to be an engineer, but you must be able to speak credibly with partner SEs.
Familiarity with Azure (VMs/Hybrid), Windows Server, and Microsoft licensing and partner motions (Partner Center, co-sell, incentives; Azure Marketplace experience is a plus).
Hands-on experience recruiting and enabling Microsoft partners (Modern Work / Infrastructure / Data & AI), MSSQL-focused MSPs, and cloud resellers.
Proven track record of hitting or exceeding revenue targets through partners – building and managing pipelines, deal registration, tiering/margins, MDF planning, and joint campaigns.
Strong commercial toolkit – MEDDICC/BANT or similar methodologies, value-based discovery, objection handling, and creating simple TCO/ROI cases for infrastructure and data buyers.
Ability to create and deliver enablement content – partner playbooks, battlecards, webinars/workshops, and slide decks for both business and technical audiences.
Strong CRM discipline (Salesforce, HubSpot or similar), pipeline forecasting, and use of dashboards or reports to manage performance.

Nice to have:

Experience working for or with companies such as SoftwareOne, Crayon, Insight, SHI, CDW, Softchoice, Computacenter, Bechtle, Atos, or backup/DR vendors like Veeam, Zerto, Commvault, Quest, Redgate, Idera, Rubrik, Cohesity, or similar.
Exposure to sectors where SQL Server is mission-critical (finance, retail, healthcare, manufacturing, public sector).
Prior experience with Oracle→SQL Server migrations, or with adjacent observability/monitoring, storage, or compliance-driven solutions.

MAIN JOB FUNCTIONS:

In this role, you will be the go-to person for everything related to Microsoft SQL Server partners. Your main responsibilities include:

Identify, prospect, qualify, and recruit new partners focused on Microsoft SQL Server: VARs, MSPs, CSPs, and regional SIs.
Design and implement a partner enablement strategy so partners have everything they need to position and sell the company’s SQL Server DR/replication solution (training paths, certifications, playbooks, demo scripts, FAQs, etc.).
Create targeted value propositions and messaging for different partner segments (e.g., MSPs vs. SIs vs. licensing resellers).
Co-create joint business plans, partner scorecards, and pipeline reviews with priority partners.
Own the SQL Server partner funnel: from first conversation and enablement through to registered deals and closed-won opportunities.
Represent the company at industry events, SQL Server conferences, and partner meetings, online and in-person where relevant.
Act as the internal voice of the SQL Server partner ecosystem, providing feedback to Product, Marketing and Sales on market trends, competitive landscape, and partner needs.
Contribute to shaping pricing, packaging, and discount frameworks for the SQL Server channel, in collaboration with leadership.

WHY JOIN THIS TEAM:

Highly Competitive Salary commissions determined during the interview process based on your experience, with an attractive bonus structure tied to performance—because we believe your contributions should be genuinely rewarding.
This is a newly created role with a clear mandate—build and scale the SQL Server partner ecosystem from LATAM, with impact across North America and beyond.
You will join a pragmatic, low-bureaucracy culture where responsiveness, long-term relationships and ownership in a niche domain matter more than big titles. The company is looking for someone who wants to grow with them over the long run, not just “close a quarter”.
Work closely with Sales, Product, Marketing, and Support colleagues in New Zealand, Europe, and other regions, in a company where 30 people globally can move faster than a 3,000-person enterprise.
Operate from LATAM while collaborating daily with an international team. Enjoy true remote flexibility—no commute, and shift options that suit your lifestyle and family.
International travel: Business trips to the headquarters in New Zealand (and other regions when needed) for global team meetings, partner visits and industry events.

Three Keys to Success

Proven Channel Builder in the MSSQL / Infrastructure World
Strong Commercial + Technical Credibility Around SQL Server
Ownership Mindset

If you recognize yourself in this description and are excited about building a SQL Server partner business supported by a mature product and an established global partner network—we would be happy to receive your application: cv@tk-recruitment.com

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