Director - Sales Engineering, North America

EDB

3d•Remote

About The Position

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 As Director - Sales Engineering, North America you will be responsible for driving growth and ongoing transformation of the US Sales function to achieve critical business objectives. Interacting with strategic and regional customers/prospects/partners on a regular basis to technically qualify, design and propose well rounded solutions to meet customer needs.

Requirements

The SE Director should have customer-facing experience from previous roles with the ability to identify customer pain points just not in terms of database specific needs but the overall solution requirements and how they in-turn translate into platform and data needs. Should also have a firm grasp of cloud platforms, data integration, and security concepts
Ability to drive discussions around strategic and line of business objectives, customer pain-points, solution options, and road mapping at CXO level and provide guidance in adopting EDB Postgres to provide working solutions . Effective describe benefits of using EDB vs open source options, native cloud databases or working with the cloud service providers etc.
Perform SE team management on a regular basis which includes team update calls, performance reviews, motivation and lead product orientation from the perspective of EDB selling motions specifically products, services and training.
Define and drive SE strategy in terms of creating assets, technical enablement in accordance with product roadmap and GTM sales plays
Define the SE KPIs and guide, support individual SEs to achieve these KPIs.
Support key and strategic sales motions from a senior technical leadership perspective.
Need someone with at least 4 to 5+ years of direct experience (in the past 8-10+ years) in the following areas of sales motion: Customer facing skills in technical management role Technical selling Solution based selling Core data platform technical proficiency Ability to deliver technical product presentations Ability to demonstrate technical products and their feature sets Ability to lead product proof-of-concepts from initial requirements gathering to successfully achieving objectives and success criteria through clear planning and methodical execution Ability to formulate and implement SE organizational strategy and programs related to its success Software product company cross-team collaboration driving sales team success
Database, Operating System Platform, and Software skills: At least 4 to 5 years of direct experience (in the past 8-10 years) in the following areas: Hands-on or leadership experience in PostgreSQL or EDB Postgres databases or Oracle databases. Relational database experience (PostgreSQL, MySQL, Oracle, SQL Server). Active use or, administration of such database(s); Good understanding of NoSQL, unstructured data store concepts and familiarity with MongoDB, Hadoop, Cassandra etc. Good knowledge of SQL, and SQL query tuning & debugging techniques DB server tuning and debugging experience Basic to intermediate Linux system administration experience Software installation & software troubleshooting experience Key understanding of key database deployment patterns including OLTP, OLAP, EDW, Data Mart, Application in both on-premise, cloud and hybrid cloud environments
For cloud environments familiarity with AWS, Azure, Google Cloud and working knowledge of local regional cloud offerings
Good understanding and hands-on experience of the following concepts in relation to PostgreSQL or EDB Postgres or Oracle: Database legacy platform migration – on-prem & cloud Managed Database as a Service offerings High Availability architectures, use cases and patterns Upgrades/patching Scalability Performance Security & related concept
Private/Public/Hybrid Clouds - AWS, Azure, Google Cloud, VMWare Cloud, and OpenStack, Virtualization - in relation to the databases Containers (Docker), Microservices, PaaS (Kubernetes, OpenShift) - In relation to Databases
Motivated self-starter and self-learner
Team player with on-site partner/channels ecosystem, customers and remote EDB teams
Keen to travel and spend time in the field with customers, partners, System Integrators
Willingness to dive in with Sales, SE, Services teams and lead from the front
Solid cross-team collaboration skills
Ability to author solution collaterals and describe product features in response to the Request For Proposals.
Ability to coordinate Professional Services deliverables between Delivery and Solution Architect teams and customer teams.

Nice To Haves

Foundational and/or experience in the following areas: Programming skills: Understanding of SQL, PL/SQL or PL/pgSQL

Responsibilities

Engage with existing key US customers and business partners, providing EDB technical expertise to help clients solve business problems and grow the subscription and services business.
Provide subject matter expertise to ensure sales achieve their plan targets.
Provide leadership to us sub-regions, regional leads, and regional SEs to ensure they qualify, demonstrate and propose winning solution bids with focus on qualification, validation, demonstration, PoC, Pilot, Implementation proposal activities. Also provide enablement plans and PoC/Pilot execution support.
Work with EDB professional services to build statement of work required in the deployment of EDB solutions.
Work with Partner Channel and ISV teams to help them sell EDB solutions or embed EDB solutions into products/services they in-turn sell. Provide technical leadership contact for IBM partner engagements in US, liaising with local EDB SE's to provide necessary tech support to IBM opportunities.
Assist clients and partners to build training and enablement plans.
Provide leadership to all EDB SE's in US, including enablement plans and project support
Provide EDB product management & engineering guidance on EDB product usage and performance in US with strong emphasis on field feedback based on experience to drive this process. Also provide product management competitive information
Engage effectively with Customer Success Management Teams to set the stage for post-sale customers/partners to get the value required out of EDB solutions
Support marketing teams in providing field input to key go to market (GTM) initiatives and creating deep-dive presentations/demo to be leveraged in the sales cycle process

Benefits

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.
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.

Stand Out From the Crowd

Upload your resume and get instant feedback on how well it matches this job.

Upload and Match Resume