Strategic Alliances Senior Manager

The Strategic Alliances Senior Manager will lead EDB’s efforts to identify, build, and scale relationships with key technology and GTM partners. This includes working with ISVs, cloud providers, and ecosystem innovators to define and execute strategic business plans, develop integrated solutions, and drive joint pipeline and revenue growth. The role requires strong cross-functional leadership, strategic thinking, and a proven ability to execute in dynamic, high-growth environments.

Key Responsibilities:

Strategic Partnership Leadership

• Develop and execute joint business and GTM plans with technology and ecosystem partners that align to EDB's strategic objectives, product roadmap, and target market segments.
• Build differentiated joint offerings and reference architectures that integrate partner technologies with EDB’s data and AI platform.
• Drive partner-sourced and partner-influenced revenue growth through joint demand generation and sales acceleration activities.

Partner Enablement and Solution Innovation

• Collaborate with partners to co-develop compelling use cases, joint solutions, and sales enablement content.
• Define enablement strategies to increase partner knowledge and delivery capability on EDB's solutions.
• Maintain deep understanding of partner product offerings, ensuring technical and value alignment with EDB.

Go-to-Market Execution and Pipeline Growth

• Launch and manage joint GTM programs, campaigns, and field engagement to drive lead generation and pipeline acceleration.
• Support regional field sales teams with partner strategies, account planning, and customer engagement.
• Track pipeline metrics and report on joint performance against goals, adjusting plans as needed.

Cross-Functional Collaboration

• Partner with EDB’s sales, marketing, product, engineering, and customer success teams to align and activate strategic alliance initiatives.
• Provide regular feedback from the partner ecosystem to influence product development and innovation.
• Collaborate with internal stakeholders to ensure a cohesive and consistent partner experience across all touchpoints.

Executive Engagement and Governance

• Cultivate executive-level relationships with strategic partners to ensure alignment on shared goals, investments, and outcomes.
• Facilitate regular joint business reviews and ongoing executive alignment with EDB and partner leadership.
• Represent EDB at key partner and industry events to promote joint solutions and drive awareness.

What you will bring…

• Minimum 5 years of experience in strategic alliances, business development, or partner management roles in enterprise software, data, or AI industries.
• Demonstrated success building and executing joint strategies with technology and ecosystem partners.
• Deep understanding of the GTM motions, sales cycles, and partnership dynamics of ISVs, hyperscalers, and platform providers.
• Experience with joint solution development, co-selling motions, and integrated GTM execution.
• Strong interpersonal and communication skills, with the ability to influence and collaborate across all levels.
• Strategic mindset with strong business acumen and the ability to manage through ambiguity.
• Bachelor’s degree required; advanced degree (MBA/MS) preferred.
• Willingness to travel as required (25-50%).