Partner Account Executive — IBM Alliance
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
EDB is seeking a Partner Account Executive to drive sales execution with IBM across the Americas. In this role you will work day-to-day with IBM sellers across IBM Software, IBM Consulting, and the broader IBM ecosystem to build pipeline, progress opportunities, and close business together, with a particular focus on the data infrastructure and AI space. The role reports to the Director of Channels. The position is hands-on with full individual responsibility for driving co-sell revenue with IBM. You'll run the operating cadence with IBM sales teams, drive enablement and communication, and manage a pipeline of active co-sell opportunities. Partnering with the EDB Enterprise and Commercial sales and pre-sales teams, as well as with partner operations and the enablement team, you will get IBM sellers positioned, trained, and actively selling EDB solutions alongside IBM's data and AI portfolio.
Given the depth and complexity of IBM's organization, direct experience working at IBM, or extensive experience selling with and through IBM's sales ecosystem, is essential to succeed in this role.
As part of our Partner Sales team, you will:
- Execute the joint sales motion with IBM sellers in territory: identifying accounts, mapping sellers, building pipeline, and driving co-sell opportunities to close
- Focus the partnership on data infrastructure and AI use cases, positioning EDB Postgres alongside IBM's data platforms, WatsonX, and hybrid cloud offerings
- Own, drive, and scale the co-sell revenue and bookings generated with IBM
- Run a regular operating cadence with IBM sales teams including account mapping sessions, pipeline reviews, and deal-level collaboration
- Build strong working relationships with IBM sellers, technical sellers, and first-line sales leaders in region
- Execute integrated demand-generation campaigns with IBM to build pipeline and leads
- Provide a regular cadence of high-quality KPI and pipeline reporting
Responsibilities
- Work with the senior partner team to execute revenue-generating plays with IBM across the territory, aligned to EDB USA business goals.
- Drive active positioning of EDB technologies within IBM's data infrastructure and AI sales motions including opportunities alongside IBM's data and AI portfolio and IBM Consulting delivery engagements.
- Own and manage the quota, pipeline, and bookings generated through the IBM relationship, keeping an accurate, current view of every joint opportunity.
- Leverage your existing network of relationships inside IBM across brand sales, technical sales, consulting, and ecosystem teams to build deal teams around live opportunities in support of our direct sales Enterprise organization.
- Manage the day-to-day collaboration between IBM sellers and EDB Account Executives: account mapping, opportunity registration, joint calls, and deal progression. Create, support, track, and measure all sales initiatives with IBM.
- Be the single point of contact for IBM sellers engaging with the EDB USA Enterprise sales teams on co-sell opportunities.
- Execute the co-