Partner Account Executive

The Role:

EDB is seeking a Partner Account Executive for our USA channel business. In this role you will be responsible for recruiting and onboarding new channel partners across USA. The role reports to the Global Channel Director. The position is hands on with full individual responsibility to drive revenue growth strategies with growing EDB .  You'll devise and manage enablement, communication, creating strategic co-sell initiatives and the pipeline of tactical projects. Partnering with the EDB Enterprise and Commercial sales and pre-sales teams, as well as with partner operations and the enablement team, you will lead the development of the partner sales capabilities, solution plays, opportunities and bids and develop a precise mode of operation and clear accountabilities within the team to execute accelerated growth.

As part of our Partner Sales team, you will:

• Develop strategy, 2-year joint business plans and GTM model to scale your partner accounts

• Lead onboarding process internally in rapid fashion, utilizing the EDB Partner Operations & Enablement team and also externally into the partner/vendor mode of operation

• Own, drive and scale the revenue growth of your partner accounts

• Build regional partner executive-level relationships and channel partner affinity, both internally and externally

• Develop compelling integrated marketing campaigns to generate pipeline and leads

• Provide a regular cadence of high-quality KPI reporting

• Generate strategic 2-year account plans, develop and report on sales objectives

Responsibilities:

• Work with and report to the senior partner team to build on strategic revenue generating plans and develop new plans across the territory to ensure alignment of EDB USA business goals.

• Work to develop the EDB technologies’ alignment to the core business model and services delivery capabilities.

• Own and manage the quota, pipeline and bookings- of complementary solutions & services across your sales portfolio and building investment cases for incremental pipeline development programs as needed.

• Leveraging your existing network of relationships to build robust cross-company deal teams in support of our direct sales Enterprise organization.

• Managing the day-to-day collaboration with Channel Partners and Account Executives to help build GTM synergy and alignment.  Create, support, track, and measure all sales initiatives with Channel Partners.

• Be the single point of contact for the GSIs to develop co-selling engagements with the EDB USA Enterprise sales teams.

• Design, implement, and execute business and GTM plans for each strategic partner and build effective measurements that clearly show revenue milestones are being met.

• Ensure strategic GSI partner sales & technical teams are suitably trained and enabled to drive incremental revenue.

• Provide on-going communication and reporting to the USA and global management team.

• Develop and manage channel partners to skillfully “scale out” our partner eco-system across regions around USA

Qualifications:

• 5+ years of experience of delivering incremental revenue via recruiting, onboarding and the direct management of channel partners.

• Possessing a “customer first” approach with a growth mindset.

• Experience of achieving individual and company revenue goals.

• Demonstrated lengthy tenure experience and solid results working strategically and evangelizing with Channel Partners.

• Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective is desirable.

• Solid team player with a remarkable ability to work in a matrix team environment.

• Experience with and\or deeP understanding of analytics, data, databases, predictive modelling, or business intelligence preferred.

• Solid program management and business development skills.

• Excellent presentation skills and communication skills, both written and verbal.

• Willingness to travel across the region