Director Alliances

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 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. EDB is committed to supporting our employees' overall well being by offering a range of benefits and resources to promote a healthy work-life balance and wellness. We provide access to CuraLinc to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2025! Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits. 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. EDB does not seek or accept unsolicited resumes or CVs from recruitment agencies. EDB and its affiliates are not responsible for, and will not pay, any fees, commissions, or any other similar payment related to unsolicited resumes or CVs except as required in a written signed agreement between EDB and the recruitment agency or party requesting payment of a fee. #LI-Remote #BI-Remote