VP, Strategic Pursuit Team; SPT

VP, Strategic Pursuit Team

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.

We are seeking a result‑oriented VP, Strategic Pursuit Team to drive and secure the company’s largest, most complex, and transformative enterprise opportunities globally. This high‑accountability role demands a proven track record of orchestrating cross‑boundary internal resources and external partnerships to win pivotal, multi‑million‑dollar engagements.

• Own Pursuit and Deal Closure:
  Personally drive, manage, and secure large enterprise deals within global accounts, ensuring successful contract negotiation and closure that aligns with EDB’s strategic growth objectives.
• Architect Global Strategies:
  Architect and execute global pursuit strategies to support complex deal structuring, develop compelling business case and business models, and align EDB solutions for demanding, large enterprise deals.
• Executive Relationship Management:
  Foster deep, trusted executive relationships (C‑suite level) across customer organizations, driving thought leadership and positioning EDB as the essential sovereign data and AI strategic partner.
• Cross‑Functional Orchestration:
  Provide company‑wide, cross‑functional leadership and orchestration with Product, Alliances, Marketing, and Customer Success to deliver unified account strategies and integrated Go‑to‑Market plans.
• Ecosystem Leverage:
  Strategically engage and align EDB’s global alliance ecosystem, including SI, GSI, and technology partners, to accelerate customer transformation and anchor the EDB platform within strategic enterprise architectures.
• Strategic Planning and Visibility:
  Drive the creation and rigorous execution of pivotal, outcome‑focused business plans for the most strategic accounts.
• Accountability and Governance:
  Maintain high accountability for pursuit progression, owning global pursuit excellence, executive engagement, and deal governance across complex, multi‑region accounts.
• External Advocacy:
  Represent EDB externally with senior executives and industry forums to reinforce EDB’s leadership in the open source and Sovereign Data and AI market.
• Customer Advocacy:
  Champion customer advocacy, ensuring the voice of strategic customers informs product innovation, solution development, and Go‑to‑Market evolution.

• Experience:
  
  Minimum 15+ years of enterprise technology sales or global account leadership experience, with a proven record of personally driving and closing complex, multi‑million‑dollar pursuits across geographies.
• Deal Acumen:
  Expert skill in complex deal negotiation, multi‑stakeholder management, and business case development.
• Industry Focus:
  Extensive experience targeting and closing large enterprise deals across global, highly regulated industries, including Financial Services, Retail, Healthcare, Telecommunications, and the Public Sector.
• Technology Domain Expertise:
  Strong understanding of enterprise software, data infrastructure, cloud, and open‑source technologies.
• Leadership Style:
  Proven ability to lead and influence without direct authority and demonstrate exceptional strategic thinking, communication, and cross‑functional collaboration skills.
• Executive Presence:
  Exceptional executive presence with the ability to influence C‑level stakeholders internally and externally.
• Platform Alignment:
  Deep understanding of the shift from databases to unified data and AI platforms, and associated mandates for Sovereignty, governance, and hybrid deployment.

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.

EDB is a proud equal‑opportunity workplace and values diversity and inclusion.