Strategic Sales Director, GSI’s
The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. EDB has a lot to do with that.
We’ve been major contributors to Postgres since the beginning, and we are proud to call thousands of boundary pushing customers our partners. Proud though we are, we are not resting on our laurels. There’s plenty of work to do. The good news is that everything we do will impact Postgres, which is to say that it will impact the world. No pressure.
Strategic Sales Director, GSI’s
Note: This person can be located anywhere on the East Coast or Midwest of the U.S.
We seek a Strategic Sales Director responsible to build and enhance our relationships with select GSI partners globally. In this capacity, you will be responsible for determining the GSI’s that we want to invest in and partner to create a select strategic group of GSI partnerships. The role reports to the Chief Revenue Officer and is based in the U.S. The position is hands on with full individual responsibility to drive revenue from across our strategic partners. You'll devise and manage enablement, communication, creating strategic co-initiatives, tactical projects and co-marketing projects. This will require the candidate to garner support and manage resources internally across the sales and delivery operations at EDB as well as with the client. The vision is to establish a small GSI team in 2022 and this Director would be responsible for this global team.
Responsibilities
- Identify and prioritize GSI’s with practices focused on application digitization / modernization with a focus on Open Source database migration from Oracle, IBM BD2, Microsoft to Postgres
- Work with and report to the Channel and Service teams to build on strategic revenue generating plans and develop plans across the territories / accounts to ensure alignment of EDB global business goals
- Work closely with regional sales, professional services and the technology team to further develop the EDB platform fit within the strategic partner's core business model
- Design, implement, and execute business and GTM plans for each strategic GSI partner and build effective measurements that clearly show revenue milestones are being met
- Manage strategic partner relationships at Executive, Sales and Technical levels
- Provide on-going communication and reporting to the global management team
Requirements
- 10-15+ years of experience of delivering incremental revenue via the direct management of GSI’s
- 10+ years of knowledge and experience in high-tech, IT infrastructure, Application/database with particular reference to working with influential stake-holders within GSI teams
- Experience of achieving individual and company revenue goals
- Demonstrated tenure experience with solid performance working strategically and evangelizing with global system integrators
- Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective is desirable.
- Strong team player with an exceptional ability to work in a matrix team environment
- Solid program management and business development skills
- Excellent presentation and communication skills
- Bachelor's degree or equivalent; BS preferred
- Willingness to travel globally as needed (post Covid)
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 centre of our culture and are key to our company’s integrity.
#LI-Remote
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.
Our US benefits package is listed here - additional benefits packages available upon request