Senior Director, Strategic Alliances

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 Senior Director, APJ Channels & Alliances Based in Singapore ( Open to Singapore citizens and Permanent Residents (PRs) only ) About EDB EnterpriseDB (EDB) is the largest provider of Enterprise Postgres software and services and a leader in the open-source database marketplace. EDB delivers the premier open source-based data platform for new applications, cloud re-platforming, application modernization, and legacy database migration. EDB integrates with enterprise technologies and infrastructures for hybrid cloud management, data integration, and data warehousing. Our customers benefit from the highest performing, secure, reliable, flexible, open, and cost-effective data management platform available. The Role 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 modernisation, 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 organisations Comfortable operating in a matrixed, global organisation Excellent communication, presentation, and business planning skills Bachelor's degree or equivalent experience; MBA is a plus Willingness to travel extensively across the region 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 CuraLinc to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2026! 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