Key skills
Customer-facing technical managementTechnical sellingSolution-based sellingCore data platform proficiencyTechnical product presentationsProduct proof-of-concept leadershipSE organizational strategy formulationCross-team collaboration in software product companiesPostgreSQLEDB PostgresOracle databasesRelational databasesNoSQL databasesMongoDBHadoopCassandraSQLSQL query tuningDatabase server tuningLinux system administrationSoftware installationSoftware troubleshootingDatabase deployment patternsOLTPOLAPEDWData MartCloud environmentsAWSAzureGoogle CloudLocal/regional cloud offeringsDatabase legacy platform migrationManaged Database as a ServiceHigh Availability architecturesDatabase upgradespatchingDatabase scalabilityDatabase performanceDatabase securityPrivate/Public/Hybrid CloudsVMWare CloudOpenStackContainersDockerMicroservicesPaaSKubernetesOpenShiftSQL programmingPL/SQLPL/pgSQLMotivated self-starterCross-team collaborationGoNoSQLAIPostgresMySQLOracleSQL ServerLeadershipProduct ManagementCollaborationCustomer SuccessSales
About this role
EDB is a leading provider of a data and AI platform that empowers organizations to fully utilize Postgres for various workloads. As the Director of Sales Engineering for North America, you will drive growth and transformation in the US Sales function, engaging with customers and partners to provide technical solutions that meet their 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 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
Requirements:
- 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
- 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
- Foundational and/or experience in the following areas: Programming skills: Understanding of SQL, PL/SQL or PL/pgSQL