OEM/ISV Account Executive EMEA

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.

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 1500 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 an ISV Partner Account Executive to lead our ISV partner business in the EMEA region. 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 VP 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 APJ 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 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 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 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

• 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.