Director Alliances

About the Role

EDB is executing a major company transformation pivoting to become the leading open source-based sovereign data and AI platform company . We are seeking a highly experienced and strategically minded Sr Director of Strategic Alliances to define personally drive and execute EDB's 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 Sr Director will be 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. Success requires a high degree of ownership a deep technical and market understanding and the ability to command company-wide cross-functional alignment.

Key Responsibilities

The Sr Director Strategic Alliances will own the development and execution of EDB’s most critical ecosystem partnerships directly translating alliance strategy into tangible business results:

• Define and Execute Strategic Alliances Strategy: Personally define manage and execute EDB’s strategic alliance strategy ensuring strict alignment with EDB's corporate growth and go-to-market priorities particularly the strategic shift to a partner-led motion.

• Build and Expand Strategic Relationships: Directly build and expand strategic relationships with pivotal ecosystem categories including hyperscalers (CSPs) Global System Integrators (GSIs) Independent Software Vendors (ISVs) Independent Hardware Vendors (IHVs) Original Equipment Manufacturers (OEMs) and key technology providers.

• Drive Joint Value Creation: Initiate and personally drive high-impact joint go-to-market (GTM) initiatives and solution development establishing shared business cases and performance frameworks to measure alliance success and ROI.

• Orchestrate Cross-Boundary Leadership: Collaborate cross-functionally and lead without direct reports ensuring deep internal alignment with Product Sales Marketing and Customer Success to embed alliance initiatives into EDB’s core business strategy and solution development.

• Negotiate High-Value Agreements: Lead the negotiation and closure of complex high-value strategic agreements and partnerships that drive mutual business expansion and deliver competitive differentiation for the EDB Postgres AI platform.

• Accelerate Product Roadmap: Work closely with the Product organization to accelerate the EDB PG AI product roadmap by securing partnerships that integrate cutting-edge capabilities and secure critical open-source data layers.

• Enable sell-with and sell-through GTM motions with alliance partners enabling EDB's Sales and Channel teams to leverage the ecosystem for customer acquisition and expansion.

• Establish Market Presence: Represent EDB externally at industry events and forums as a thought leader in the open-source and sovereign data and AI management space shaping the narrative and expanding EDB’s visibility.

Qualifications & Experience

• Experience: Minimum 15+ years of experience in the technology sector with at least 8 years in senior roles focused on leading global or strategic alliances. Proven success personally structuring closing and managing alliances that resulted in significant measurable revenue contribution and market expansion.

• Executive Leadership: Strong executive presence with a demonstrated track record of influencing C-level stakeholders and driving alignment across large complex partner organizations and internal functions.

• Strategic GTM Acumen: Exceptional ability to translate strategic vision into actionable high-impact go-to-market and co-sell initiatives with measurable outcomes.

• Industry Scope: Experience managing alliance relationships across a broad spectrum of large enterprise customers including Financial Services Retail Healthcare Telecommunications and the Public Sector.

• Alliance Proficiency: Proven success building and managing alliances with major technology providers across CSPs GSIs IHVs OEMs ISVs and leading start-ups.

• Technical Domain Expertise: Deep understanding of enterprise software cloud infrastructure and open-source technologies with specific technical proficiency in Databases Data Warehouse Data Lakes Analytics and AI technology (e.g. Generative AI LLM RAG Agentic AI AI Infrastructure).

• Agility and Accountability: Exceptional strategic thinking negotiation and relationship management skills. Ability to operate effectively and with extreme ownership in a fast-paced matrixed and global environment.