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A Little About Us
EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media and information technology companies. EDB’s data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidence of up to 99.999% high availability with mission critical capabilities built in such as security, compliance controls, and observability. For more information, visit www.enterprisedb.com
About the Role:
The APJ Partner Sales Leader will establish, strengthen, and expand EDB’s partnerships with leading System Integrators (SIs) such as Deloitte, Accenture, Capgemini, and others. This role is critical to driving joint go-to-market (GTM) strategies, fostering deep executive relationships, enabling SI partners to grow their EDB practices, and ensuring successful outcomes for our mutual customers.This quota-carrying role requires a results-oriented professional with proven experience in partner and alliance management, sales leadership, and strategic execution.
What your impact will be:
Strategic Go-to-Market Leadership
- Develop and execute joint business plans with SI partners that outline strategic objectives, industry focus areas, and target markets.
- Drive the creation of joint solutions and offerings that showcase partner capability while differentiating EDB in the marketplace.
- Achieve measurable partnership goals, including revenue targets, pipeline growth, and marketing activities.
Partner Enablement and Practice Development
- Inspire SI partners to build robust EDB practices by assessing their expertise, delivery capabilities, and commitment.
- Define and execute certification and enablement plans to expand partner competency in EDB’s product offerings, including our AI and data platform capabilities.
- Cultivate trusted relationships with senior executives and key decision-makers at partner organizations.
Proven Partner Management
- Build and manage the full alliance development lifecycle, from initial engagement to strategic expansion.
- Leverage data-driven insights to measure and monitor the performance of SI partnerships and adjust strategies as needed.
Cross-Functional Collaboration
- Collaborate with internal teams, including product management, engineering, sales, marketing, and professional services, to ensure alignment and a seamless partner and customer experience.
- Provide actionable partner and customer feedback to internal stakeholders to drive continuous improvement of EDB’s offerings.
Deal Support and Sales Enablement
- Guide partners through EDB’s partner program and sales processes, including deal registration, proposal support, and alignment with EDB’s sales leadership.
- Support partners in closing deals by providing subject matter expertise and aligning EDB’s resources to ensure successful outcomes.
Deliver Results
- Monitor and report on key metrics to measure the success of partner engagements and their impact on EDB’s revenue and customer growth.
- Adapt strategies and priorities as needed to achieve aggressive growth targets in a dynamic and fast-paced environment.
What you will bring:
- Minimum 10 years of experience in partner management, strategic alliances, sales, marketing, or business development within the technology sector.
- 5+ years of channel sales or program management experience, with direct accountability for revenue targets.
- Proven track record of success in building and managing relationships with SI partners.
- Bachelor’s degree or equivalent experience.
- Working knowledge of open-source databases, cloud environments, and AI workloads preferred.
- Strong executive presence, polished communication skills, and an ability to influence and build trust with senior leaders.
- Demonstrated ability to manage complex regional business plans and articulate partner progress effectively.
- Exceptional organizational and problem-solving skills, with the ability to prioritize in a fast-moving environment.
- Willingness to travel 25-50%, as required.
EDB is committed to supporting our employees' overall well being by offering a range of benefits and resources to promote a healthy work-life balance and wellness. We provide access to CuraLinc to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2024! Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits.
We know it takes a unique mix of people and skills to help us in our mission to supercharge Postgres, and we understand that not everyone will check every box. We’d love to hear from you and we want you to apply!
EDB is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. EDB was built on a commitment to trust and respect each other and to embrace an array of people and ideas. These values remain at the center of our culture and are key to our company’s integrity.
EDB does not seek or accept unsolicited resumes or CVs from recruitment agencies. EDB and its affiliates are not responsible for, and will not pay, any fees, commissions, or any other similar payment related to unsolicited resumes or CVs except as required in a written signed agreement between EDB and the recruitment agency or party requesting payment of a fee.
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