OEM/ISV Account Executive

OEM/ISV Account Executive

Remote - London

The Role: EDB is seeking an ISV Senior Partner Account Executive to lead our ISV partner business in EMEA. In this role you will be responsible for managing EDB’s ISV and OEM partner network in the region. The role reports to the Global Director of OEM/ISV Sales. This is an indirect ISV & OEM sales role and will wear quota in the pursuit of set quarterly and annual revenue. As a member of the ISV team you will be responsible for developing the strategic plan for identifying recruiting and managing your ISV partner base and work towards accelerated sales growth to increase your partner based and drive expansion sales within the existing ISV partner base.

The role is hands-on with all aspects of EDB's ISV&OEM Partners’ strategy. This includes the development enablement management and expansion of EDB’s ISV & OEM partner network across the region. As a quota carrying ISV Partner Account Executive you will own and drive the region’s ISV partner generated revenue quota. You will be expected to manage and drive partner identification recruitment enablement and support functions across the assigned territory.

Job Requirements:

• Goal oriented individual with superior communication skills. Ability to complete individual goals as well as work in a team environment. Demonstrated ability to communicate using technical concepts. Working knowledge of EDB (PostgreSQL) products preferred and relevant training will be provided. Proven track record in ISV/OEM sales.

Responsibilities:

• You will be responsible for revenue generation forecasting managing existing Install base and prospecting for Net New EDB ISV/OEM partners in EMEA region.

• Responsibilities include new revenue generation via ARR (Annual Recurring Revenue) subscription sales (approx $1-$2M) from Net New ISVs & existing install accounts closing incremental business within the partner base through up-sell cross-sell of EDB technology products business models.

• Achieve quarterly and annual quotas set for the role.

• Managing developing and mentoring high performing EMEA 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 subsequent quarters.

• Work with the local regional sales teams to identify and drive ISV / OEM partnerships develop a plan to recruit key partners across the territory that are aligned to EDB EMEA 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:

• 8+ years of experience of recruiting managing developing strategic relations and driving revenue growth with ISV & OEM partner base

  • 8+ years of experience in high-tech sales channels business development

  • Experience in closing a minimum of $3M using ISV Partners and distribution channels

  • 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 OEMs & ISVs distributors value-added resellers SI’s

  • 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