IBM Alliance Director EMEA

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

Join the EnterpriseDB (EDB) Team as a Strategic Alliance Director IBM - and play a pivotal role in expanding our footprint across the EMEA region!

EnterpriseDB (EDB) is leading the charge in data platform innovation, evolving from a leader in PostgreSQL-based database solutions to a comprehensive data platform for prescriptive, predictive, and generative AI workloads. Our robust partnerships are critical to empowering our customers to unlock the full potential of their data and modernize their applications for the future. As part of EDB’s growing Alliances and Channels organization, you will be instrumental in building and nurturing a high-performing partner ecosystem across EMEA. You'll drive strategic relationships with key partners, with a specific focus on IBM and collaborate closely with internal EDB teams to achieve joint customer success and aggressive growth goals.

About The Role

The IBM Alliance Director EMEA, will establish, strengthen, and expand EDB’s partnerships with leading technology partners, including a dedicated focus on IBM. This quota-carrying role is essential for driving joint go-to-market (GTM) strategies, fostering deep executive relationships, enabling partners to grow their EDB practices, and ensuring successful outcomes for our mutual customers. This role requires a results-oriented professional with proven experience in partner and alliance management, sales leadership, and strategic execution within the EMEA market.

Key Responsibilities

Strategic Partner Engagement

• Strengthen and expand regional relationships with IBM, aligning on joint priorities and go-to-market activities.
• Support regional execution of global strategic initiatives with IBM/Red Hat and ensure feedback loops into global teams.
• Develop and execute joint business plans with key partners that outline strategic objectives, industry focus areas, and target markets for the EMEA region.
• Drive the creation of joint solutions and offerings that showcase partner capability while differentiating EDB in the marketplace.
• Achieve measurable partnership goals, including revenue targets, pipeline growth, and marketing activities.

Field Alignment and Activation

• Drive joint account planning, co-sell motions, and field-level coordination across EDB and partner sales teams within EMEA.
• Facilitate partner introductions and sales alignment sessions with country managers and regional leaders.
• Guide partners through EDB’s partner program and sales processes, including deal registration, proposal support, and alignment with EDB’s sales leadership.
• Support partners in closing deals by providing subject matter expertise and aligning EDB’s resources to ensure successful outcomes.

Pipeline and Revenue Impact

• Support the generation of sourced and influenced pipeline from priority partners in the EMEA region.
• Collaborate with Partner Marketing to execute regional campaigns and field events that activate alliances.
• Monitor and report on key metrics to measure the success of partner engagements and their impact on EDB’s revenue and customer growth.
• Adapt strategies and priorities as needed to achieve aggressive growth targets in a dynamic and fast-paced environment.

Desired Experience And Qualifications

• Minimum 10+ years of experience in partner management, strategic alliances, sales, marketing, or business development within the technology sector.
• 5+ years of channel sales or program management experience, with direct accountability for revenue targets.
• Proven track record of success in building and managing relationships with technology partners, with specific experience in the EMEA market and IBM preferred.
• Bachelor’s degree or equivalent experience.
• Working knowledge of open-source databases, cloud environments, and AI workloads preferred.
• Strong executive presence, polished communication skills, and an ability to influence and build trust with senior leaders.
• Demonstrated ability to manage complex regional business plans and articulate partner progress effectively.
• Exceptional organizational and problem-solving skills, with the ability to prioritize in a fast-moving environment.
• Willingness to travel 25-50%, as required, within the EMEA region.

Key skills/competency

• Strategic Alliance Management
• IBM Partnership
• EMEA Market Development
• Go-to-Market Strategy
• Channel Sales
• Business Development
• Executive Relationship Building
• PostgreSQL
• AI Workloads
• Cloud Environments