Senior Partner Account Executive
About this role
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
EDB is seeking a Senior Partner Account Executive for our USA channel business. In this role you will be responsible for recruiting and onboarding new channel partners across USA, with a focus dedicated to the healthcare and utilities markets. The role reports to the Global Channel Director. The position is hands on with full individual responsibility to drive revenue growth strategies with growing EDB. You'll devise and manage enablement, communication, creating strategic co-sell initiatives and the pipeline of tactical projects. Partnering with the EDB Enterprise and Commercial sales and pre-sales teams, as well as with partner operations and the enablement team, you will lead the development of the partner sales capabilities, solution plays, opportunities and bids and develop a precise mode of operation and clear accountabilities within the team to execute accelerated growth.
What your impact will be…
- Work with and report to the Director of Channels to build on strategic revenue generating plans and develop new plans across the territory to ensure alignment of EDB USA business goals.
- Work to develop the EDB technologies’ alignment to the core business model and services delivery capabilities.
- Own and manage the quota, pipeline and bookings- of complementary solutions & services across your sales portfolio and building investment cases for incremental pipeline development programs as needed.
- Leveraging your existing network of relationships to build robust cross-company deal teams in support of our direct sales Enterprise organization.
- Managing the day-to-day collaboration with Channel Partners and Account Executives to help build GTM synergy and alignment. Create, support, track, and measure all sales initiatives with Channel Partners.
- Be the single point of contact for the regional SIs to develop co-selling engagements with the EDB USA Enterprise sales teams.
- Design, implement, and execute business and GTM plans for each strategic partner and build effective measurements that clearly show revenue milestones are being met.
- Ensure strategic partner sales & technical teams are suitably trained and enabled to drive incremental revenue.
- Provide on-going communication and reporting to the USA and global management team.
- Develop and manage channel partners to skillfully “scale out” our partner eco-system across regions around USA
- Develop strategy, 2-year joint business plans and GTM model to scale your partner accounts
- Lead onboarding process internally in rapid fashion, utilizing the EDB Partner Operations & Enablement team and also externally into the partner/vendor mode of operation
- Own, drive and scale the revenue growth of your partner accounts
- Build regional partner executive-level relationships and channel partner affinity, both internally and externally
- Develop compelling integrated marketing campaigns to generate pipeline and leads
- Provide a regular cadence of high-quality KPI reporting
What you will bring…
- 5+ years of experience of delivering incremental revenue via recruiting, onboarding and the direct management of channel partners. Experience specifically recruiting and managing partners within the healthcare or utilities markets is highly preferred.
- Possessing a “customer first” approach with a growth mindset.
- Experience of achieving individual and company revenue goals.
- Demonstrated lengthy tenure experience and solid results working strategically and evangelizing with Channel Partners.
- Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective is desirable.
- Solid team player with a remarkable ability to work in a matrix team environment.
- Experience with and\or deep understanding of analytics, data, databases, predictive modelling, or business intelligence preferred. Understanding how these technologies apply to medical devices, health records, and utility infrastructure is a strong plus.
- Solid program management and business development skills.
- Excellent presentation skills and communication skills, both written and verbal.
- Willingness to travel across the region.
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 2026! 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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