Partner Sales Leader - APJ

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.