Partner Account Executive — IBM Alliance

EDB

3d•Remote

About The Position

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.

Requirements

5+ years of experience delivering incremental revenue through co-selling with a strategic partner, with direct experience working at IBM or driving an IBM co-sell motion from the vendor side.
Deep, first-hand knowledge of IBM's sales ecosystem; specifically, how IBM sellers are organized, compensated, and motivated; how co-sell and incentive programs work; and how deals get done across IBM Software, IBM Consulting, and IBM Ecosystem/Partner Plus.
Ideally, an established network of relationships within IBM sales and technical sales teams that can be activated around live opportunities.
Strong working knowledge of the data infrastructure and AI space such as databases, data platforms, analytics, and AI/ML workloads — and the ability to position solutions credibly with sellers and customers.
A "customer first" approach with a growth mindset and a bias for execution.
The ideal candidate will have some direct sales experience, carrying a quota and closing deals with end customers.
Experience achieving individual and company revenue goals.
Demonstrated results running co-sell motions inside large, matrixed partner organizations.
Solid team player with a remarkable ability to work in a matrix team environment.
Excellent presentation skills and communication skills, both written and verbal.
Willingness to travel across the region.

Nice To Haves

Familiarity with IBM's data and AI portfolio (including WatsonX) and Red Hat is a strong plus.

Responsibilities

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.
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-sell plan with IBM and track clear measurements showing pipeline and revenue milestones are being met.
Ensure IBM sales and technical teams are trained and enabled on EDB including the running enablement sessions, lunch-and-learns, and deal-based coaching that translate directly into pipeline.
Provide ongoing communication and reporting to the USA and global management team.
Expand the number of active, productive IBM sellers co-selling EDB across regions and industry verticals throughout the USA.