[Hiring] VP, Strategic Alliances @EDB

Role Description

We are seeking a highly experienced and strategically minded VP of Strategic Alliances to define, lead, and execute EDB's comprehensive Strategic Alliances strategy. This role is a high-accountability position focused on building deep, high-impact relationships with global technology leaders to achieve outsized business outcomes.

The VP will lead the Strategic Alliances Team responsible for identifying, structuring, and closing agreements that accelerate EDB’s market reach, enhance the EDB Postgres AI platform's solution capabilities, and deliver measurable revenue impact through the ecosystem. This role requires high ownership and accountability for establishing strategic alliances that accelerate EDB’s innovation and market leadership.

The VP Strategic Alliances is accountable for leading the team and driving the development and execution of EDB’s most critical ecosystem partnerships:

• Lead Strategic Alliances Team: Define strategy and priorities for the team, ensuring the team delivers on EDB’s corporate growth objectives through Strategic Alliances.
• Define and Execute Strategic Alliances Strategy: Define and execute EDB’s strategic alliances strategy, ensuring strict alignment with EDB's corporate growth and go-to-market priorities.
• Comprehensive Strategic Alliances Management: Oversee the management of strategic ecosystem partners across the following categories, ensuring they contribute measurable ARR:
  • Hyperscalers (CSPs): Expand global reach and drive consumption revenue through marketplace offers and hybrid deployment.
  • Global System Integrators (GSIs): Expand delivery capacity, amplify services, and accelerate enterprise transformation for customers.
  • Independent Software Vendors (ISVs): Drive indirect revenue, vertical expansion, and embed the EDB platform in industry solutions.
  • First-Party Technology Partners and Broad Technology Partners: Accelerate the product roadmap by integrating cutting-edge capabilities and expanding technical collaboration.
  • OEMs (Original Equipment Manufacturers) and IHVs (Independent Hardware Vendors): Enable new routes to market through hardware bundling and ensure performance optimization for critical workloads (e.g., Engineered Systems).
• Drive Measurable GTM Motions: Establish clear sell-with and sell-through go-to-market (GTM) motions for EDB PG AI, ensuring alliance partners are enabled to accelerate customer acquisition and expansion.
• Cross-Functional Executive Orchestration: Collaborate cross-functionally and lead organizational alignment with Product, Sales, Marketing, and Customer Success to embed alliance initiatives into EDB’s business strategy, solution development, and enablement programs.
• Negotiate Strategic Agreements: Personally lead the negotiation and closure of complex, high-value strategic agreements and partnerships that drive mutual business expansion and competitive differentiation.
• Advance Product Innovation: Partner with Product leadership to secure alliances that accelerate product velocity, including securing partnerships for the AI Factory, real-time analytics, data and AI governance, and hardware acceleration.
• Strategic Planning and Visibility: Develop business cases and performance frameworks to measure alliance success, ROI, and overall ecosystem impact. Provide executive-level visibility into partner pipeline, revenue performance, and key alliance metrics.

Qualifications

• Minimum 15+ years of experience in the technology sector, with at least 8 years in senior roles leading global or strategic alliances teams.
• Proven success defining, scaling, and managing alliance strategies that resulted in significant, measurable revenue contribution and market expansion.
• Demonstrated ability to translate EDB’s strategic vision into actionable, high-impact go-to-market initiatives with measurable outcomes.
• Strong executive presence with a proven track record of influencing C-level stakeholders and driving cross-company alignment.
• Deep understanding of enterprise software, cloud infrastructure, and open-source technologies.
• Proficiency in the data and AI stack is essential, including Databases, Data Warehouse, Data Lakes, Analytics, and AI technology (e.g., Generative AI, LLM, Agentic AI, and AI Infrastructure).
• Experience managing alliance relationships across a broad spectrum of large enterprise customers in regulated industries, including Financial Services, Retail, Healthcare, Telecommunications, and the Public Sector.
• Proven success building and managing alliances with major technology companies across CSPs, GSIs, IHVs, OEMs, ISVs and leading start-ups.
• Ability to operate effectively in a fast-paced, matrixed, and global environment.

Benefits

• Access to CuraLinc for health and wellness tips and practices.
• Wellness Fridays extending to December 2026.
• Range of benefits and resources to promote a healthy work-life balance and wellness.

Company Description

EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media and information technology companies. EDB’s data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidence of up to 99.999% high availability with mission critical capabilities built in such as security, compliance controls, and observability.