[Hiring] Senior Director, Strategic Alliances @EDB

Role Description

We are seeking a Senior Director, APJ Channels & Alliances to own and scale our entire partner business across Asia Pacific and Japan. This is a senior regional leadership role responsible for EDB's full partner ecosystem across the region, including distributors, VARs, regional and global SIs, hyperscalers, OEMs, and ISVs.

The role reports to the VP/GM, APJ Sales, and is a core member of the APJ leadership team. You will lead a team of regional Partner Managers across SEA & Hong Kong, India, ANZ, Japan, and North Asia, and own the APJ partner-sourced and partner-fulfilled revenue number.

You will set the long-term partner strategy for APJ, decide where and how EDB invests in the ecosystem, and turn partners into a primary engine of growth for EDB Postgres® AI across the region.

Key Responsibilities

• Strategy & Revenue Ownership
  • Own the APJ channel and alliances revenue target, with a track record of delivering through partners and distribution.
  • Define and execute a multi-year APJ partner strategy aligned with regional and global business goals, including market prioritization, partner segmentation, and investment decisions.
  • Build and maintain pipeline across four rolling quarters to support 2x coverage in the current quarter and 3x in the next rolling quarter, at an APJ level.
  • Shape routes to market for each country, balancing direct, indirect, and marketplace motions.
• Team Leadership
  • Lead, hire, develop, and mentor a high-performing team of regional Partner Managers across APJ.
  • Set clear goals, territory plans, and performance metrics for the team, and build a strong bench for future growth.
  • Create a consistent, scalable operating rhythm for partner management across all APJ markets.
• Ecosystem & Alliances
  • Build and expand strategic relationships with hyperscalers (AWS, Microsoft Azure, Google Cloud, Alibaba Cloud and others), global and regional SIs, distributors, and key VARs.
  • Develop joint GTM plans, co-selling motions, and marketplace strategies with strategic alliance partners.
  • Grow EDB's presence in the data and AI ecosystem, positioning EDB Postgres® AI within partner-led modernization, migration, and AI initiatives.
  • Own executive-level relationships with partner leadership across the region.
• Partner Programs & Enablement
  • 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 in collaboration with Marketing.
• Cross-Functional Leadership
  • Partner closely with APJ Sales, Pre-Sales, Marketing, Professional Services, and Customer Success leaders to align direct and indirect motions and reduce channel conflict.
  • Represent APJ in global channel strategy, contributing to programs, policy, and investment priorities.
  • Provide clear forecasting, reporting, and business reviews to APJ and global leadership using the company's CRM.

Qualifications

• 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 organizations.
• Comfortable operating in a matrixed, global organization.
• 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 to aid employees in health and wellness tips and practices.
• Wellness Fridays extending to December 2026.