Partner Account Executive

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you'll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. EDB has a lot to do with that.

We've been major contributors to Postgres since the beginning, and we are proud to call thousands of boundary pushing customers our partners. Proud though we are, we are not resting on our laurels. There's plenty of work to do. The good news is that everything we do will impact Postgres, which is to say that it will impact the world. No pressure.

**Partner Account Executive - Sales (South East Asia - SEA)**

**Based in Singapore/Malaysia**

EDB is based in Boston, Massachusetts USA, with offices worldwide, and is backed by private investors. We are a growing enterprise software company with a vast addressable market opportunity enjoying excellent growth and well positioned to further its growth and market penetration.

More than 2,700 enterprises, governments and other organizations worldwide use EDB software, support, training and professional services to integrate open-source software into their existing data infrastructures.

**The Role**

EDB is seeking a 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.

**Responsibilities**:

- 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.

**Qualifications**:

- 7+ years of experience of hiring, managing, developing, mentoring and driving channel and partner teams
- 6+ years of experience in high-tech sales, channels, business development
- Ideally from a software background
- 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 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 c