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.

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Senior Partner Account Executive - Japan

Based in Japan

EDB is seeking a local Channels and Partner Account Executive to lead our channel business in Japan. In this role you will be responsible for managing EDB's distributor and partner network in the region. The role reports to the Head of Channels and Alliances, APJ.

This is an indirect channel sales role and will carry quota and overlay quota in the pursuit of set quarterly and annual revenue goals.

As a senior member of the Japan team, you will be responsible for developing the strategic plan for Japanese 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 GSI, 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 recruiting managing, developing, mentoring and driving channel and partner teams
10+ years of experience in high-tech sales, channels, business development in Japan
Ideally from a software open-source background
Proficient level of English speaking/reading/writing is required.
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 GSI's, 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,
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. Bilingual candidate with good English & Japanese.
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 $10m using GSI's, Partners and distribution channels
Managing, developing and mentoring high performing Japanese partners to achieve optimal performance, ensure loyal partnerships, and increase sales.
Build pipeline over four rolling quarters to support 2.5x minimum quota coverage

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

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

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

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.

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