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For Companies At a Glance
- Tasks: Drive strategic partnerships and expand EDB's footprint across EMEA with IBM.
- Company: Join a leading data platform innovator transforming the future of AI workloads.
- Benefits: Enjoy a healthy work-life balance with wellness resources and flexible working options.
- Why this job: Be at the forefront of data innovation and make a real impact in the tech industry.
- Qualifications: 10+ years in partner management and a strong track record in the tech sector.
- Other info: Dynamic role with travel opportunities and a focus on collaboration and growth.
The predicted salary is between 43200 - 72000 £ per year.
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.
Join the EnterpriseDB (EDB) Team as a Strategic Alliance Director IBM - and play a pivotal role in expanding our footprint across the EMEA region!
About EDB:
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 Strategic Alliances 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.
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 2026! 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!
IBM Alliance Director EMEA in London employer: EDB
Contact Detail:
EDB Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land IBM Alliance Director EMEA in London
✨Network Like a Pro
Get out there and connect with people in the industry! Attend events, webinars, or even local meetups. The more you engage with others, the better your chances of landing that dream job at EDB.
✨Show Off Your Expertise
When you get the chance to chat with potential employers, don’t hold back! Share your knowledge about PostgreSQL, AI workloads, and strategic partnerships. Let them see how you can add value to their team.
✨Follow Up Like a Boss
After any interview or networking event, shoot a quick follow-up email. Thank them for their time and reiterate your excitement about the role. It shows you're genuinely interested and keeps you on their radar.
✨Apply Through Our Website
Don’t forget to apply directly through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re serious about joining the EDB team.
We think you need these skills to ace IBM Alliance Director EMEA in London
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the role of Strategic Alliance Director. Highlight your experience in partner management and strategic execution, especially within the EMEA market. We want to see how your skills align with our goals!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to explain why you’re passionate about the role and how your background makes you the perfect fit for EDB. Don’t forget to mention your experience with IBM or similar tech partners.
Showcase Your Achievements: When detailing your past roles, focus on measurable achievements. Did you exceed revenue targets or successfully launch a new partnership? We love numbers and success stories that demonstrate your impact!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us you’re serious about joining the EDB team!
How to prepare for a job interview at EDB
✨Know Your Stuff
Make sure you have a solid understanding of EDB's data and AI platform, especially how it relates to PostgreSQL. Familiarise yourself with their key offerings and recent developments in the industry, particularly around IBM partnerships. This will show your genuine interest and help you answer questions confidently.
✨Showcase Your Experience
Prepare to discuss your past experiences in partner management and strategic alliances. Highlight specific examples where you've successfully driven growth or built strong relationships, especially within the EMEA market. Use metrics to back up your achievements; numbers speak volumes!
✨Align with Their Goals
Understand EDB’s mission and how they aim to empower customers through their partnerships. Be ready to discuss how you can contribute to their goals, particularly in expanding relationships with IBM. Tailor your responses to demonstrate how your vision aligns with theirs.
✨Ask Insightful Questions
Prepare thoughtful questions that show your interest in the role and the company. Inquire about their current challenges in the EMEA region or how they envision the future of their partnerships. This not only demonstrates your enthusiasm but also helps you gauge if the company is the right fit for you.
