Director, Sales Engineering

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

As  Director, Sales Engineering, 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.

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 that India 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 EMEA North, 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 EMEA North, including enablement plans and project support
• Provide EDB product management & engineering guidance on EDB product usage and performance in EMEA North 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

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 across India from a senior technical leadership perspective.

Minimum Criteria/Qualification:

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 delive