VP, Strategic Partnership

Indianapolis, IN, United States

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 99.999% high availability with mission critical capabilities built in such as security, compliance controls, and observability. For more information, visit www.enterprisedb.com

EDB is seeking a Vice President of Strategic Partnerships to help shape EDB’ strategic direction and drive growth and profitability. This is a remote position.

Job Description:

This position will be responsible for leading the pursuit and execution of strategic partnerships with companies and other external organizations to enable and accelerate implementation of EDB strategic growth priorities. The position will report to the CEO in the interim, and will collaborate with leaders across EDB to identify potential partner companies that provide required capabilities and technologies, develop relationships with partner companies, establish goals for strategic partnerships and ensure the success of strategic partnerships.

The ideal candidate will have significant experience in developing and managing strategic partnerships within technology products companies.

What your impact will be:

Collaborating with Product, Sales, Operations, Legal and other departments to identify strategic partners and prioritize capabilities and technologies that will be required to enable the EDB strategy and drive growth.

Recruit and manage the following types of partners, in collaboration with other departments:

Solution Partners (with Product Management)

Global System Integrators (with Customer Success)

Channel Partners (with Sales)

Conducting market research and analysis to identify potential partners that can help drive the company's strategic objectives. This involves evaluating their industry reputation, financial stability, and compatibility with EDB’s values and mission.

Engaging with EDB executives, Strategic Account Executives (SAEs) and customers to understand customer needs and strategic partnership opportunities

Driving revenue growth by meeting and surpassing designated quota targets.

Building and maintaining relationships: Cultivating strong relationships with key executives and decision-makers from partner organizations. This involves regular communication, attending industry events, and fostering a collaborative and mutually beneficial partnership.

Collaborating with legal and business development teams to negotiate and finalize agreements with potential partners. This includes defining the terms and conditions of the partnership, such as revenue sharing, intellectual property rights, and performance metrics.

Collaborate with external and internal partnership stakeholders (to include the EDB Executive Leadership Team and functional and line executives) to ensure the success of each of our strategic partnerships on a daily basis

Monitoring and evaluating partnerships: Continuously monitoring the performance of partnerships to ensure they are meeting the agreed-upon objectives. This includes analyzing key performance indicators, conducting periodic reviews, and making adjustments as necessary.

Collaborating with internal stakeholders: Working closely with cross-functional teams within your organization, such as sales, marketing, product development, and operations, to align strategies, structure and ensure seamless execution of partnership initiatives.

Work closely with the sales and marketing teams to create joint marketing campaigns and collateral.

Represents EDB in industry events and participates in activities to build EDB brand awareness and community engagement

What you will bring:

10-15 years of experience in strategic partnership, business development, strategy development, or strategic sales and account management roles

Demonstrated success in building and managing relationships with business partners

Ability to articulate a vision and build consensus among a diverse group of stakeholders

Outstanding communication and presentation skills (written and verbal) including to CEO and Board level audiences

Familiarity with technology trends and a deep understanding of industry's products and services.

Ability to work collaboratively in a fast-paced, dynamic environment.

Alignment with the EDB values of Diversity & inclusion, Customer focus, and Growth mindset.

#LI-Remote

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 June 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.

#LI-Remote #BI-Remote