Partner Account Executive

Partner Account Executive - Taiwan

Based in Taiwan

EDB is seeking a local Channels and Partner Account Executive to lead our channel business in Taiwan . In this role you will be responsible for managing EDB’s distributor and partner network in the region. The role reports to the Director, APJ Channel Sales. This is an indirect channel sales role and will wear quota and overlay quota in the pursuit of set quarterly and annual revenue.

As a member of the team, you will be responsible for developing the strategic plan for partners and demonstrating accelerated sales growth via a value-added partner ecosystem.

The role is hands-on with all aspects of EDB's Partners’ strategy. This includes the development, enablement, management and expansion of EDB’s VAR, SI and distributor network across the region. As a quota carrying Partner Account Executive you will own the region’s partner generated & fulfilled revenue quota that will be part of the regional quota. You will be expected to manage and drive partner identification, recruitment, enablement and support functions across the assigned territory. The Partner Account Executive will work with the support of the regional sales team.

What you will bring:

• 10+ years of experience of hiring, managing, developing, mentoring and driving channel and partner teams

• 8+ years of experience in high-tech sales, channels, business development in Taiwan

• Partner Account Executive will be responsible for driving growth and strengthening strategic partnerships across Taiwan and Mainland China.

• Ideally from a software open source background will be good and plus

• Proficient level of English speaking/reading/writing is required.

• 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 distributors, value-added resellers, SI’s OEMs & ISVs, CSP/MSP.

• Direct sales and channel sales experience

• 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

What will give you an edge:

• Achieve quarterly and annual quotas set for the role; experience in closing a minimum of $5mn using Partners and distribution channels

• Managing, developing and mentoring high performing Taiwan 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 next quarter

• Work with the local regional sales teams to develop a plan to recruit key partners across the territory that are aligned to EDB Taiwan 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.