Director, Alliances

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November 21

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EDB

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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.

501 - 1000 employees

Founded 2004

🏢 Enterprise

🤝 B2B

💰 Venture Round on 2019-10

📋 Description

• Personally define, manage, and execute EDB’s strategic alliance strategy, ensuring strict alignment with EDB's corporate growth and go-to-market priorities. • Directly build and expand strategic relationships with pivotal ecosystem categories, including hyperscalers (CSPs), Global System Integrators (GSIs), Independent Software Vendors (ISVs), Independent Hardware Vendors (IHVs), Original Equipment Manufacturers (OEMs) and key technology providers. • Initiate and personally drive high-impact joint go-to-market (GTM) initiatives and solution development, establishing shared business cases and performance frameworks to measure alliance success and ROI. • Collaborate cross-functionally and lead without direct reports, ensuring deep internal alignment with Product, Sales, Marketing, and Customer Success to embed alliance initiatives into EDB’s core business strategy and solution development. • Lead the negotiation and closure of complex, high-value strategic agreements and partnerships that drive mutual business expansion and deliver competitive differentiation for the EDB Postgres AI platform. • Work closely with the Product organization to accelerate the EDB PG AI product roadmap by securing partnerships that integrate cutting-edge capabilities and secure critical open-source data layers. • Enable sell-with and sell-through GTM motions with alliance partners, enabling EDB's Sales and Channel teams to leverage the ecosystem for customer acquisition and expansion. • Represent EDB externally at industry events and forums as a thought leader in the open-source and sovereign data and AI management space, shaping the narrative and expanding EDB’s visibility.

🎯 Requirements

• Minimum 15+ years of experience in the technology sector. • At least 8 years in senior roles focused on leading global or strategic alliances. • Proven success personally structuring, closing, and managing alliances that resulted in significant, measurable revenue contribution and market expansion. • Strong executive presence with a demonstrated track record of influencing C-level stakeholders and driving alignment across large, complex partner organizations and internal functions. • Exceptional ability to translate strategic vision into actionable, high-impact go-to-market and co-sell initiatives with measurable outcomes. • Experience managing alliance relationships across a broad spectrum of large enterprise customers, including Financial Services, Retail, Healthcare, Telecommunications, and the Public Sector. • Proven success building and managing alliances with major technology providers, across CSPs, GSIs, IHVs, OEMs, ISVs and leading start-ups. • Deep understanding of enterprise software, cloud infrastructure, and open-source technologies, with specific technical proficiency in Databases, Data Warehouse, Data Lakes, Analytics, and AI technology (e.g., Generative AI, LLM, RAG, Agentic AI, AI Infrastructure). • Exceptional strategic thinking, negotiation, and relationship management skills. • Ability to operate effectively and with extreme ownership in a fast-paced, matrixed, and global environment.

🏖️ Benefits

• 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. • Access to CuraLinc to aid employees in health and wellness tips and practices. • Wellness Fridays extending to December 2025! • Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits.