Senior Director, Strategic Alliances

This is a fully remote position, open to applicants in Singapore.

📋 Description

• Take charge of and expand EDB's comprehensive partner business throughout the Asia Pacific and Japan regions.

• Responsible for achieving the APJ channel and alliances revenue objectives.

• Develop and implement a long-term APJ partner strategy, encompassing market prioritization, partner segmentation, and investment choices.

• Establish and sustain a pipeline over four consecutive quarters to meet defined coverage goals.

• Formulate market entry strategies for each country utilizing direct, indirect, and marketplace approaches.

• Lead, recruit, develop, and mentor regional Partner Managers across the APJ area.

• Set objectives for the team, create territory plans, and define performance metrics while building a solid foundation for future growth.

• Establish a consistent operational rhythm for partner management across APJ markets.

• Cultivate strategic partnerships with hyperscalers, global and regional system integrators, distributors, and key value-added resellers.

• Design joint go-to-market plans, co-selling initiatives, and marketplace strategies in collaboration with alliance partners.

• Enhance EDB's footprint in the data and AI ecosystem while positioning EDB Postgres AI in partner-led initiatives.

• Maintain executive-level relationships with partner leadership throughout the region.

• Develop and implement partner programs, incentives, tiering, and certification tailored to the APJ markets.

• Ensure partners are adequately trained, enabled, and technically proficient in selling and delivering EDB solutions.

• Drive partner-led demand generation initiatives in collaboration with Marketing.

• Work together with APJ Sales, Pre-Sales, Marketing, Professional Services, and Customer Success teams.

• Represent the APJ region in global channel strategy and contribute to programs, policies, and investment priorities.

• Provide forecasting, reporting, and business reviews to APJ and global leadership utilizing the company's CRM system.

⛳️ Requirements

• Over 15 years of experience in enterprise software sales, channels, and business development.

• More than 10 years in channel and alliances roles, including over 7 years leading multi-country partner teams in the APJ region.

• Demonstrated success in building a partner ecosystem from inception and scaling it into a substantial revenue generator.

• Extensive experience working with distributors, value-added resellers, system integrators, global system integrators, OEMs, independent software vendors, and hyperscaler alliances and marketplaces.

• Strong knowledge of databases, open-source, or infrastructure software; familiarity with Postgres or data and AI platforms is a significant advantage.

• Experience in designing partner programs, incentives, and go-to-market strategies with measurable results.

• Strong executive presence with the capability to influence senior leaders both internally and across partner organizations.

• Comfortable operating within a matrixed, global organization.

• Excellent communication, presentation, and business planning abilities.

• Bachelor's degree or equivalent experience; an MBA is advantageous.

• Willingness to travel extensively within the region.

🏝️ Benefits

• Access to CuraLinc for health and wellness advice and practices.

• Wellness Fridays available until December 2026.

• Employee benefits and resources that promote overall well-being, healthy work-life balance, and wellness.