Senior Director, Strategic Alliances

🔥 16 hours ago

🇸🇬 Singapore – Remote

⏰ Full Time

🟠 Senior

👔 Director

👻 Ghost score 10%

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EDB

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2004

🏢 Enterprise

🤝 B2B

💰 Venture Round on 2019-10

Software • Enterprise • B2B

EDB is a company focused on providing advanced software solutions and services for database management. It specializes in PostgreSQL, an open-source database management system, and helps organizations deploy, run, and scale their data infrastructure efficiently and securely. EDB offers tools and support for database optimization, migration, and performance tuning, making it a valuable partner for enterprises looking to maximize their data capabilities.

📋 Description

• Own and scale EDB's entire partner business across Asia Pacific and Japan • Own the APJ channel and alliances revenue target • Define and execute a multi-year APJ partner strategy, including market prioritization, partner segmentation, and investment decisions • Build and maintain pipeline across four rolling quarters to support specified coverage targets • Shape routes to market for each country across direct, indirect, and marketplace motions • Lead, hire, develop, and mentor regional Partner Managers across APJ • Set team goals, territory plans, and performance metrics, and build a strong bench for future growth • Create a consistent operating rhythm for partner management across APJ markets • Build strategic relationships with hyperscalers, global and regional SIs, distributors, and key VARs • Develop joint GTM plans, co-selling motions, and marketplace strategies with alliance partners • Grow EDB's presence in the data and AI ecosystem and position EDB Postgres AI in partner-led initiatives • Own executive-level relationships with partner leadership across the region • Design and roll out partner programs, incentives, tiering, and certification tailored to APJ markets • Ensure partners are trained, enabled, and technically capable of selling and delivering EDB solutions • Drive partner-led demand generation with Marketing • Collaborate with APJ Sales, Pre-Sales, Marketing, Professional Services, and Customer Success • Represent APJ in global channel strategy and contribute to programs, policy, and investment priorities • Provide forecasting, reporting, and business reviews to APJ and global leadership using the company's CRM

🎯 Requirements

• 15+ years of experience in enterprise software sales, channels, and business development • 10+ years in channel and alliances roles, including 7+ years leading multi-country partner teams across APJ • Proven track record of building a partner ecosystem from the ground up and scaling it into a significant revenue contributor • Deep experience working with distributors, VARs, SIs, GSIs, OEMs, ISVs, and hyperscaler alliances and marketplaces • Strong understanding of databases, open-source, or infrastructure software; experience with Postgres or data and AI platforms is a strong advantage • Experience designing partner programs, incentives, and GTM plans with measurable outcomes • Strong executive presence with the ability to influence senior leaders internally and across partner organisations • Comfortable operating in a matrixed, global organisation • Excellent communication, presentation, and business planning skills • Bachelor's degree or equivalent experience; MBA is a plus • Willingness to travel extensively across the region

🏖️ Benefits

• Access to CuraLinc for health and wellness tips and practices • Wellness Fridays extending to December 2026 • Employee benefits and resources supporting overall well-being, healthy work-life balance, and wellness

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