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

Senior Director, APJ Channels & Alliances

Based in Singapore ( Open to Singapore citizens and Permanent Residents (PRs) only )

About EDB

EnterpriseDB (EDB) is the largest provider of Enterprise Postgres software and services and a leader in the open-source database marketplace. EDB delivers the premier open source-based data platform for new applications, cloud re-platforming, application modernization, and legacy database migration. EDB integrates with enterprise technologies and infrastructures for hybrid cloud management, data integration, and data warehousing. Our customers benefit from the highest performing, secure, reliable, flexible, open, and cost-effective data management platform available.

The Role

We are seeking a Senior Director, APJ Channels & Alliances to own and scale our entire partner business across Asia Pacific and Japan. This is a senior regional leadership role responsible for EDB's full partner ecosystem across the region, including distributors, VARs, regional and global SIs, hyperscalers, OEMs, and ISVs.

The role reports to the VP/GM, APJ Sales, and is a core member of the APJ leadership team. You will lead a team of regional Partner Managers across SEA & Hong Kong, India, ANZ, Japan, and North Asia, and own the APJ partner-sourced and partner-fulfilled revenue number.

You will set the long-term partner strategy for APJ, decide where and how EDB invests in the ecosystem, and turn partners into a primary engine of growth for EDB Postgres® AI across the region.

Key Responsibilities

Strategy & Revenue Ownership

Own the APJ channel and alliances revenue target, with a track record of delivering through partners and distribution
Define and execute a multi-year APJ partner strategy aligned with regional and global business goals, including market prioritization, partner segmentation, and investment decisions
Build and maintain pipeline across four rolling quarters to support 2x coverage in the current quarter and 3x in the next rolling quarter, at an APJ level
Shape routes to market for each country, balancing direct, indirect, and marketplace motions

Team Leadership

Lead, hire, develop, and mentor a high-performing team of regional Partner Managers across APJ
Set clear goals, territory plans, and performance metrics for the team, and build a strong bench for future growth
Create a consistent, scalable operating rhythm for partner management across all APJ markets

Ecosystem & Alliances

Build and expand strategic relationships with hyperscalers (AWS, Microsoft Azure, Google Cloud, Alibaba Cloud and others), global and regional SIs, distributors, and key VARs
Develop joint GTM plans, co-selling motions, and marketplace strategies with strategic alliance partners
Grow EDB's presence in the data and AI ecosystem, positioning EDB Postgres® AI within partner-led modernisation, migration, and AI initiatives
Own executive-level relationships with partner leadership across the region

Partner Programs & Enablement

Design and roll out partner programs, incentives, tiering, and certification tailored to APJ markets
Ensure partners are trained, enabled, and technically capable of selling and delivering EDB solutions