A Little About Us
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
- 999% high availability with mission critical capabilities built in such as security, compliance controls, and observability. For more information, visit www.enterprisedb.com
Partner Account Executive - SEA
Based in Singapore
EDB is seeking a local Channels and Partner Account Executive to lead our channel business in SEA. In this role you will be responsible for managing EDB's distributor and partner network in the region. The role reports to the Director, APJ Channel Sales. This is an indirect channel sales role and will wear quota and overlay quota in the pursuit of set quarterly and annual revenue.
As a member of the SEA team, you will be responsible for developing the strategic plan for SEA partners and demonstrating accelerated sales growth via a value-added partner ecosystem.
The role is hands-on with all aspects of EDB's Partners strategy. This includes the development, enablement, management and expansion of EDB's VAR, SI and distributor network across the region. As a quota carrying Partner Account Executive you will own the region's partner generated & fulfilled revenue quota that will be part of the regional quota. You will be expected to manage and drive partner identification, recruitment, enablement and support functions across the assigned territory. The Partner Account Executive will work with the support of the regional sales team.
What you will bring:
7+ years of experience of hiring, managing, developing, mentoring and driving channel and partner teams
5+ years of experience in high-tech sales, channels, business development in SEA
Ideally from a software open source background will be good and plus
Fluency in Mandarin & English speaking/reading/writing is required.
Enjoys working as part of a larger team with common goals
Proven track record of building and expanding a partner ecosystem and driving revenue growth through the channels
Experience in setting appropriate goals and incentives for channel partners
Demonstrated experience working with distributors, value-added resellers, SI's OEMs & ISVs
Direct sales and channel sales experience
Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective desirable
Strong team player with an exceptional ability to work in a matrix team environment
Solid program management and business development skills
Excellent presentation skills; excellent communication skills, both written and verbal
Bachelor's degree or equivalent experience
Willingness to travel across the region
We are seeking for Singaporean and existing resident pass holders.
What will give you an edge:
Achieve quarterly and annual quotas set for the role; experience in closing a minimum of $3mn using Partners and distribution channels
Managing, developing and mentoring high performing SEA partners to achieve optimal performance, ensure loyal partnerships, and increase sales.
Build pipeline in four rolling quarters to support 2x quota coverage in current quarter and 3x quota coverage in rolling next quarter
Work with the local regional sales teams to develop a plan to recruit key partners across the territory that are aligned to EDB SEA business goals.
Support both Direct and Indirect sales in core geographies.
Work closely with regional sales to determine how EDB products fit within the partner's core business model, utilize and engage where applicable
Create, support, track and measure all sales initiatives with partners and channel team using the company's CRM
Design, implement, and execute business and GTM plans for each targeted partner and build effective SMART measurements that clearly show revenue milestones are being met
Ensure partner teams are suitably trained and enabled to drive incremental revenue
Good technical understanding of Postgres; Selling into Open-Source Database market would be a big benefit
Management of key partner relationships at Executive, Sales and Technical levels
Provide on-going communication.
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. We provide access to Modern Health to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2024! Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits.
We know it takes a unique mix of people and skills to help us in our mission to supercharge Postgres, and we understand that not everyone will check every box. We'd love to hear from you and we want you to apply!
EDB is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. EDB was built on a commitment to trust and respect each other and to embrace an array of people and ideas. These values remain at the center of our culture and are key to our company's integrity.
EDB does not seek or accept unsolicited resumes or CVs from recruitment agencies. EDB and its affiliates are not responsible for, and will not pay, any fees, commissions, or any other similar payment related to unsolicited resumes or CVs except as required in a written signed agreement between EDB and the recruitment agency or party requesting payment of a fee.
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