Principal Sales Engineer

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

Responsibilities

• This position will be responsible for driving growth and ongoing transformation of the APJ sales function to achieve critical business objectives. Interacting with customers/prospects/partners on a regular basis.
• Engage with existing 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 sales achieve their plan targets.
• Work with EDB professional services to build statement of work required in the deployment of EDB solutions.
• Assist clients and partners to build training and enablement plans.
• Provide EDB product management & engineering guidance on EDB product usage and performance in APJ. Also provide product management competitive information.

Requirements

The SE 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 platform and data needs.

• Ability to drive discussions and database related pain-points at CXO level and provide guidance in order to drive them for more adoption of EDB Postgres. It would include competing with 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 trainings.
• Define the SE KPIs and guide, support individual SEs to achieve these KPIs.
• Support key and strategic sales motions across APJ from a senior technical leadership perspective.

Minimum Criteria/Qualification: Below basically descriptions for an SE so can be chosen accordingly to compliment the SE leadership role.

At least 5 years of direct experience (in the past 8-10 years) in the following areas of sales motion:

• Customer facing skills
• Ability to deliver technical product presentations
• Ability to demonstrate technical products and their feature sets
• Ability to conduct product proof-of-concepts from initial requirements gathering to successfully achieving objectives and success criteria through clear planning and methodical execution

**Database, Operating System Platform, and Software skills: **At least 5 years of direct experience (in the past 8-10 years) in the following areas:

• Hands-on experience in PostgreSQL or EDB Postgres databases + Data warehousing + AI & Analytics.
• 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.

Good understanding and hands-on experience of the following concepts in relation to PostgreSQL or EDB Postgres

• High Availability
• Upgrades/patching
• Scalability
• Performance
• Security & related concepts

Personal attributes

• 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

Cloud skills

• 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

Programming skills

• Understanding of (and able to write) SQL, PL/SQL or PL/pgSQL
• Understanding of (and able to write) bash shell or Python scripts

Technical content development 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.

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.

We know it takes a unique mix of people and skills to help us in our mission to supercharge Postgres, and we understand that not everyone will check every box. We’d love to hear from you and we want you to apply!

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.

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