Title: Sales Development Representative

Location: Singapore( Seeking candidates who are Singapore Citizens or Permanent Residents)

As an SDR at EDB, you will play a vital role in identifying and qualifying sales opportunities in South Asian countries. You will use a consultative and entrepreneurial approach to engage prospects, working closely with Account Executives to drive PostgreSQL adoption. This role reports directly to the SDR Director, APJ, and may involve occasional travel.

Your Impact at EDB

• Conduct inbound and outbound prospecting to identify and qualify new sales opportunities in Singapore
• Proactively identify, qualify, and nurture leads through a consultative sales approach.
• Collaborate with Account Executives to develop strategies that drive PostgreSQL adoption across these countries.
• Utilize tools like LinkedIn Sales Navigator, 6sense, TechTarget, and ZoomInfo for prospecting.
• Support EDB’s mission by contributing to the growth and success of the Singapore region.
• Meet and exceed sales opportunity generation targets.
• Join a mission-driven company at the forefront of open-source databases with PostgreSQL.
• Be a key contributor to EDB’s growth in Singapore.
• Collaborate with a high-performing, supportive, and innovative team.
• Enjoy a transparent and open work environment with opportunities for personal and professional development.
• Help shape the future of PostgreSQL adoption in your region.

Qualifications.

• Experience: At least 3 years of experience as an SDR or BDR in South Asian Countries.
• The candidate must have proficiency in both English and Mandarin. Proficiency in Cantonese is a plus.
• Country Coverage: Primary focus on ANZ, Singapore, Hong Kong and Philippines
• Sales Skills: A “hunter” mentality with a strong passion for outbound and inbound prospecting.
• Technical Interest: A keen interest in technology, particularly open-source solutions, preferred.
• Industry Knowledge: Experience in the database, SaaS, or cloud industry is highly desirable. Familiarity with the public sector or enterprise space is a plus.
• Communication: Exceptional verbal and written communication skills.
• Tools & Processes: Proven success in using prospecting tools like LinkedIn Sales Navigator, 6sense, TechTarget, ZoomInfo and Salesloft.
• Personality: Driven and results-oriented professional with a passion for exceeding goals, a strong competitive edge, and a proven ability to collaborate effectively within teams
• Organization: Excellent time management and organizational skills.

Senior Partner Account Executive - Indonesia

Based in Jakarta, Indonesia

EDB is seeking a local Channels and Senior Partner Account Executive to lead our channel business in Indonesia. In this role you will be responsible for managing EDB’s distributor and partner network in the region. The role reports to the Director, APJ Channel Sales. This is an indirect channel sales role and will wear quota and overlay quota in the pursuit of set quarterly and annual revenue.

As a member of the team, you will be responsible for developing the strategic plan for partners and demonstrating accelerated sales growth via a value-added partner ecosystem.

The role is hands-on with all aspects of EDB's Partners’ strategy. This includes the development, enablement, management and expansion of EDB’s VAR, SI and distributor network across the region. As a quota carrying Partner Account Executive you will own the region’s partner generated & fulfilled revenue quota that will be part of the regional quota. You will be expected to manage and drive partner identification, recruitment, enablement and support functions across the assigned territory. The Partner Account Executive will work with the support of the regional sales team.

What you will bring:

• 10+ years of experience of hiring, managing, developing, mentoring and driving channel and partner teams
• 8+ years of experience in high-tech sales, channels, business development in Indonesia
• Partner Account Executive will be responsible for driving growth and strengthening strategic partnerships across Indonesia, Malaysia, Thailand, Vietnam and Philippines 
• Ideally from a software open source background will be good and plus
• Proficient level of English speaking/reading/writing is required.
• Enjoys working as part of a larger team with common goals
• Proven track record of building and expanding a partner ecosystem and driving revenue growth through the channels
• Experience in setting appropriate goals and incentives for channel partners
• Demonstrated experience working with distributors, value-added resellers, SI’s OEMs & ISVs, CSP/MSP.
• Direct sales and channel sales experience
• Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective desirable
• Strong team player with an exceptional ability to work in a matrix team environment
• Solid program management and business development skills
• Excellent presentation skills; excellent communication skills, both written and verbal
• Bachelor's degree or equivalent experience
• Willingness to travel across the region

What will give you an edge:

• Achieve quarterly and annual quotas set for the role; experience in closing a minimum of $5mn using Partners and distribution channels
• Managing, developing and mentoring high performing Indonesia partners to achieve optimal performance, ensure loyal partnerships, and increase sales.
• Build pipeline in four rolling quarters to support 2x quota coverage in current quarter and 3x quota coverage in rolling next quarter
• Work with the local regional sales teams to develop a plan to recruit key partners across the territory that are aligned to EDB Indonesia business goals.
• Support both Direct and Indirect sales in core geographies.
• Work closely with regional sales to determine how EDB products fit within the partner's core business model, utilize and engage where applicable
• Create, support, track and measure all sales initiatives with partners and channel team using the company's CRM
• Design, implement, and execute business and GTM plans for each targeted partner and build effective SMART measurements that clearly show revenue milestones are being met
• Ensure partner teams are suitably trained and enabled to drive incremental revenue
• Good technical understanding of Postgres; Selling into Open-Source Database market would be a big benefit
• Management of key partner relationships at Executive, Sales and Technical levels
• Provide on-going communication.

Join our team as the Technical Program Manager for the Pioneer Program, our elite team of EDB Postgres AI experts who work with our most strategic partners to define solutions that enable high-value outcomes for our most strategic customers across their data estate. 

Delivering on this mission requires seamless execution from our team of technical experts as well as our broad set of internal stakeholders (product, engineering, CX, Sales..) and tight alignment with our external (customer, partner) stakeholders. You will be responsible for keeping these stakeholders aligned and co-ordinated so that we deliver the highest value at the right time for our customers. 

To achieve this mission you will need the ability to gather and understand key requirements, identity risk, challenges and opportunities; and use your exceptional organization skills to keep the team focused on executing against measurable results. The ability to balance strategic and tactical objectives, working across customers and internal teams, while ensuring we are holding ourselves accountable will be core to success. 

What your impact will be:

• Ability to influence cross-functional leaders and teams to create a better customer outcome
• Ensure tight alignment, tracking and hand-off between key internal teams to maintain execution excellence with our customers. 
• Define and create our operating model/plans, including our approach with engaging customers, internal teams and driving to successful outcomes
• Develop tight relationships with Product, Engineering, CX and Operations to ensure our deliverables are reviewed, signed-off and aligned with broader company roadmaps
• Identify resource needs, gaps and challenges keeping us one-step ahead of potential issues
• Provide timeline and relevant status across key stakeholders and leadership to ensure risks are flagged early and addressed before impacting our schedule(s)
• Define project plans, timelines and deliverables to keep the team organized and executing effectively
• Foster approaches that increase the leverage of our work, enabling re-use across multiple accounts and organizations where applicable. 

What you will bring: 

• 7+ years of technical solutions, product management, services management and/or consulting experience
• Experience engaging with multiple stakeholders across functions in sales, services, product and engineering
• Ability to quickly develop a perspective, refine with discussions and execute with urgency
• Demonstrated experience in fostering deep stakeholder relationships and solutions
• Evidence of influencing product/service improvements based on customer feedback
• Proven ability to create and manage technical tools and assets to support team execution and delivery

Role: Strategic Account Executive, UK

Based: Remote, UK

We're looking for a driven and passionate Enterprise  Senior/Sales Development Representative (SDR) to join our North American team. This is more than just a job—it’s your chance to join a purpose-driven company at the forefront of cloud-native, AI-ready database innovation.

As an Sr/SDR at EDB, you'll play a critical role in building our sales pipeline, working alongside world-class marketing, sales, and product teams. You’ll be our first human touchpoint with prospective customers—educating, qualifying, and inspiring them to explore how EDB Postgres can transform their business.

What You’ll Be Doing:

• Drive Market Engagement: Leverage phone, email, and LinkedIn to reach out to IT and data leaders in enterprise accounts. You’ll engage them in thoughtful conversations about their database strategies and challenges.
• Tell the Postgres AI Story: Share how EDB’s Postgres AI platform delivers enterprise-grade performance, security, and control while eliminating the compromises of traditional databases.
• Generate Qualified Opportunities: Conduct outreach campaigns that create interest and convert into sales-qualified leads. You’ll use a mix of cold calling, tailored emails, and social engagement to drive impact.
• Collaborate with Purpose: Partner closely with AEs, sales engineers, and marketing to align messaging, share insights, and optimize our GTM strategy.
• Master Your Craft: Take advantage of weekly coaching, continuous enablement, and some of the best sales tech tools (Salesforce, SalesLoft, ZoomInfo, and more) to sharpen your skills and fast-track your growth.

What Success Looks Like:

• Hitting and exceeding activity benchmarks (calls, emails, meetings booked)
• Consistently achieving or surpassing monthly pipeline generation targets
• Building strong internal partnerships with AEs and marketing
• Earning trust, autonomy, and increased responsibility in your role
• Advancing into leadership, closing roles, or cross-functional career paths within EDB

You’ll Thrive in This Role If You Have:

• 6 months–2 years of sales, business development, or customer-facing experience (internships welcome!)
• A passion for outbound prospecting and a “hunter” mentality
• High resilience, coachability, and the desire to grow every single day
• Strong written and verbal communication skills
• Ability to work independently in a remote environment and stay highly organized
• Curiosity about technology and a genuine desire to solve problems for customers
• Experience with tools like Salesforce, SalesLoft, LinkedIn Sales Navigator, and ZoomInfo (a plus, not a must!)

What your impact will be…

• Work with and report to the Director of Channels to build on strategic revenue generating plans and develop new plans across the territory to ensure alignment of EDB USA business goals.
• Work to develop the EDB technologies’ alignment to the core business model and services delivery capabilities.
• Own and manage the quota, pipeline and bookings- of complementary solutions & services across your sales portfolio and building investment cases for incremental pipeline development programs as needed.
• Leveraging your existing network of relationships to build robust cross-company deal teams in support of our direct sales Enterprise organization.
• Managing the day-to-day collaboration with Channel Partners and Account Executives to help build GTM synergy and alignment.  Create, support, track, and measure all sales initiatives with Channel Partners.
• Be the single point of contact for the regional SIs to develop co-selling engagements with the EDB USA Enterprise sales teams.
• Design, implement, and execute business and GTM plans for each strategic partner and build effective measurements that clearly show revenue milestones are being met.
• Ensure strategic partner sales & technical teams are suitably trained and enabled to drive incremental revenue.
• Provide on-going communication and reporting to the USA and global management team.
• Develop and manage channel partners to skillfully “scale out” our partner eco-system across regions around USA
• Develop strategy, 2-year joint business plans and GTM model to scale your partner accounts
• Lead onboarding process internally in rapid fashion, utilizing the EDB Partner Operations & Enablement team and also externally into the partner/vendor mode of operation
• Own, drive and scale the revenue growth of your partner accounts
• Build regional partner executive-level relationships and channel partner affinity, both internally and externally
• Develop compelling integrated marketing campaigns to generate pipeline and leads
• Provide a regular cadence of high-quality KPI reporting

What you will bring…

• 5+ years of experience of delivering incremental revenue via recruiting, onboarding and the direct management of channel partners.  Experience specifically recruiting and managing partners within the healthcare or utilities markets is highly preferred.
• Possessing a “customer first” approach with a growth mindset.
• Experience of achieving individual and company revenue goals.
• Demonstrated lengthy tenure experience and solid results working strategically and evangelizing with Channel Partners.
• Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective is desirable.
• Solid team player with a remarkable ability to work in a matrix team environment.
• Experience with and\or deep understanding of analytics, data, databases, predictive modelling, or business intelligence preferred.  Understanding how these technologies apply to medical devices, health records, and utility infrastructure is a strong plus.
• Solid program management and business development skills.
• Excellent presentation skills and communication skills, both written and verbal.
• Willingness to travel across the region.

EDB is executing a major company transformation, pivoting to become the leading open source-based sovereign data and AI platform company. We are seeking a highly experienced and strategically minded VP of Strategic Alliances to define, lead, and execute EDB's comprehensive Strategic Alliances strategy. This role is a high-accountability position focused on building deep, high-impact relationships with global technology leaders to achieve outsized business outcomes. 

The VP will lead the Strategic Alliances Team responsible for identifying, structuring, and closing agreements that accelerate EDB’s market reach, enhance the EDB Postgres AI platform's solution capabilities, and deliver measurable revenue impact through the ecosystem. This role requires high ownership and accountability for establishing strategic alliances that accelerate EDB’s innovation and market leadership. 

The VP Strategic Alliances, is accountable for leading the team and driving the development and execution of EDB’s most critical ecosystem partnerships: 

What your impact will be...

• Lead Strategic Alliances Team: Define strategy and priorities for the team, ensuring the team delivers on EDB’s corporate growth objectives through Strategic Alliances.
• Define and Execute Strategic Alliances Strategy: Define and execute EDB’s strategic alliances strategy, ensuring strict alignment with EDB's corporate growth and go-to-market priorities. 
• Comprehensive Strategic Alliances Management: Oversee the management of strategic ecosystem partners across the following categories, ensuring they contribute measurable ARR: 

○ Hyperscalers (CSPs): Expand global reach and drive consumption revenue through marketplace offers and hybrid deployment. 

○ Global System Integrators (GSIs): Expand delivery capacity, amplify services, and accelerate enterprise transformation for customers. 

○ Independent Software Vendors (ISVs): Drive indirect revenue, vertical expansion, and embed the EDB platform in industry solutions. 

○ First-Party Technology Partners and Broad Technology Partners: Accelerate the product roadmap by integrating cutting-edge capabilities and expanding technical collaboration. 

○ OEMs (Original Equipment Manufacturers) and IHVs (Independent Hardware Vendors): Enable new routes to market through hardware bundling and ensure performance optimization for critical workloads (e.g., Engineered Systems).

• Drive Measurable GTM Motions: Establish clear sell-with and sell-through go-to-market (GTM) motions for EDB PG AI, ensuring alliance partners are enabled to accelerate customer acquisition and expansion. 
• Cross-Functional Executive Orchestration: Collaborate cross-functionally and lead organizational alignment with Product, Sales, Marketing, and Customer Success to embed alliance initiatives into EDB’s business strategy, solution development, and enablement programs. 
• Negotiate Strategic Agreements: Personally lead the negotiation and closure of complex, high-value strategic agreements and partnerships that drive mutual business expansion and competitive differentiation. 
• Advance Product Innovation: Partner with Product leadership to secure alliances that accelerate product velocity, including securing partnerships for the AI Factory, real-time analytics, data and AI governance, and hardware acceleration 
• Strategic Planning and Visibility: Develop business cases and performance frameworks to measure alliance success, ROI, and overall ecosystem impact. Provide executive-level visibility into partner pipeline, revenue performance, and key alliance metrics. 

What you will bring...

• Leadership and Experience: Minimum 15+ years of experience in the technology sector, with at least 8 years in senior roles leading global or strategic alliances teams. Proven success defining, scaling, and managing alliance strategies that resulted in significant, measurable revenue contribution and market expansion. 
• Strategic Acumen: Demonstrated ability to translate EDB’s strategic vision into actionable, high-impact go-to-market initiatives with measurable outcomes. 
• Executive Presence: Strong executive presence with a proven track record of influencing C-level stakeholders and driving cross-company alignment. 
• Technical Domain Expertise: Deep understanding of enterprise software, cloud infrastructure, and open-source technologies. Proficiency in the data and AI stack is essential, including Databases, Data Warehouse, Data Lakes, Analytics, and AI technology (e.g., Generative AI, LLM, Agentic AI, and AI Infrastructure). 
• Industry Scope: Experience managing alliance relationships across a broad spectrum of large enterprise customers in regulated industries, including Financial Services, Retail, Healthcare, Telecommunications, and the Public Sector. 
• Alliance Proficiency: Proven success building and managing alliances with major technology companies across CSPs, GSIs, IHVs, OEMs, ISVs and leading start-ups.
• Operational Agility: Ability to operate effectively in a fast-paced, matrixed, and global environment.

In this role as an Account Executive/Sr Account Executive, you'll be at the forefront of expanding our reach, engaging with new enterprise accounts through hands-on prospecting and strategic hunting. You’ll be part of the team leading the charge at a top-tier company, well-recognized for revolutionizing the industry with our advanced Postgres toolset. It's a position for someone ready to drive growth and eager to contribute to a trailblazing journey in a dynamic environment.

What your impact will be…

• Identify new opportunities for sales expansion thorough market research. Tailor sales processes for enterprise-level prospects and create customized sales pitches to engage high-value clients successfully.
• Drive revenue growth by generating leads and cultivating relationships with potential clients. Achieve and aim to exceed sales targets through strategic selling methods. Craft and execute sales plans that successfully lead to revenue generation. Keep a pulse on sales performance with detailed metrics analysis to predict income trends.
• Discuss the terms and conditions of sales contracts with enterprise clients, ensuring that all agreements are favorable. Work in unison with legal teams to draft and review all contract documents meticulously.

What you will bring…

• 5+ years in enterprise sales experience 
• Skills in market research and analysis to identify sales opportunities 
• Ability to craft customized sales pitches for enterprise-level clients
• Expertise in lead generation strategies for B2B sales
• Proficiency in strategic hunting and prospecting techniques
• Track record of achieving and exceeding sales targets
• Proven success in leading revenue growth

What your impact will be…

 As Director of EDB’s Customer Success-EMEA region, you will be at the forefront of our customer-centric strategy, ensuring our customers are achieving their outcomes and attaining sustainable value from our solutions. You will have the unique opportunity to develop, operate and manage an organization’s region that is ripe for growth.  

As a member of the Customer Success leadership team, the Director of Customer Success  collaborates closely with regional sales and cross-functional leaders, and is responsible for turning ideas and learnings into best practices, while providing on-going feedback to improve the end-to-end customer experience. You have a thoughtful and strategic approach to creating customer lifecycle solutions, and will be accountable to define, build and deliver strategies and plans that enhance recurring revenue growth and integrate with EDB’s GTM strategies and plans.  

You will build a scalable, data-driven success engine to grow Net Retention Rate (NRR) and protect Gross Retention Rate (GRR). You will balance high-touch advocacy for our largest accounts with sophisticated digital-led motions to ensure no customer is left behind. You will also develop the team and ensure they have the right tools, training, and collaboration from other EDB teams to drive successful outcomes for our customers.

Key Strategic Pillars

• Modernize the CS lifecycle. You will move the team away toward predictive health monitoring, executive business reviews (EBRs), and success planning that anticipates customer needs before they become risks. You will develop approaches for meeting customers where they are and guiding for success and expansion.  These initiatives are tied to EDB’s Customer Journey.
• Scalability through Digital Motions: EDB is growing fast. You will lead the transition to a "scaled success" model in partnership with the new digital owner for customer success. You will implement pooled models and digital-touch workflows to provide high-value touchpoints to our broader customer base.
• Growth & Retention: Partner closely with Sales and Renewals to identify expansion opportunities and retain customers for EDB.  Additionally, you will identify potential risk earlier for intervention and triage.
• Advancing through technology: Champion the adoption of CS platforms to provide the team with a single pane of glass regarding customer health, usage patterns, and risk signals.

 Key Responsibilities

• Regional Leadership: Manage and mentor a diverse team of CSMs and TAMs. Foster a culture of accountability, curiosity, and commercial grit.
• Operational Excellence: Develop and track North Star metrics, including NRR/GRR, Churn Rate, Time-to-Value (TTV), and Customer Health Scores.
• Cross-Functional Advocacy: Serve as the Voice of the Customer to Product and Engineering to help shape the roadmap and ensure that regional market requirements are prioritized.
• Strategic Account Oversight: Act as the executive sponsor for key accounts, stepping in to navigate complex escalations and solidify long-term partnerships.

Candidate Characteristics

• The Architect Mindset: You have experience building or refining CS playbooks. You know how to use Tech-Touch strategies to cover the long-tail of accounts effectively.
• Data-Driven: You don't guess; you use data to tell a story. You are comfortable using signals, available telemetry, and customer data to predict churn and identify expansion white space.
• Change Agent: You are comfortable leading teams through transitions, with a focus on moving beyond traditional relationship management to a proactive, value-based delivery model.

Why Join EDB Success Leadership?

• Strategic Importance: Customer Success is a critical driver of our enterprise valuation and market share.
• Global Collaboration: While you own your region, you will work with a global cohort of directors to standardize excellence across APJ, EMEA, and the Americas.
• Market Tailwind: With the industry shifting toward open-source and AI-ready data layers, you have an amazing opportunity to seize this moment. 

What you will bring: 

• 10+ years overall successful Customer Success Management and Professional Services leadership in a high-growth B2B software/SaaS environment
• Proven track record working collaboratively with Sales, Marketing, Product, Operations organizations
• Demonstrated success connecting post-sale and sales experiences
• Direct experience in implementing global processes and standards
• Empathy for customers AND passion for revenue and growth
• Strong people management, coaching and development experience
• Excellence in stakeholder relationship management including influencing, conflict resolution, problem solving, negotiating

EDB is looking for a Senior Sales Engineer to join our team of sales engineering professionals. As a Senior Sales Engineer at EDB, you will be responsible for supporting the sales team in all technical aspects of the sales process including presentations, demos, proof of value, pilots, technical workshops, technical account management etc. You will work close with Field & Insides Sales, Partners, Product Management & Engineering to be a conduit of technical requirements to & from EDB to our clients. It is anticipated most of the business will be in MEA region.

Qualifications: 

• Relational database experience (PostgreSQL or Oracle and MySQL or SQL Server or Sybase or DB2). Active use or, administration of such database(s)
• Customer-facing experience either in a pre-sales, sales engineering, consulting, or support capacity 
• Collaborative with internal teams and external stakeholders, with a solutions focus 
• Fluency with English and Arabic

Mandatory:

•  Experience with High Availability, Scalability, Performance trade-offs, Security & related concepts
• Cloud experience with one of these cloud providers: AWS, Azure, Google Cloud, VMWare Cloud, and OpenStack, Virtualisation

Preferred: 

• Ability to conduct product proof-of-value from initial requirements gathering to successfully achieving objectives and success criteria through clear planning and methodical execution
• Experience with Containers (Docker), Kubernetes, Microservices, PaaS (OpenShift, CloudFoundry)
• Knowledge with one of these programming languages: Java, Python, node js, ruby, C/C++ using database connectors (JDBC, python, node js, ODBC)

EDB is looking for a Senior Sales Engineer to join our team of sales engineering professionals. As a Senior Sales Engineer at EDB, you will be responsible for supporting the sales team in all technical aspects of the sales process including presentations, demos, proof of value, pilots, technical workshops, technical account management etc. You will work close with Field & Insides Sales, Partners, Product Management & Engineering to be a conduit of technical requirements to & from EDB to our clients. It is anticipated most of the business will be in UK&I region.

Qualifications: 

• Relational database experience (PostgreSQL or Oracle and MySQL or SQL Server or Sybase or DB2). Active use or, administration of such database(s)
• Customer-facing experience either in a pre-sales, sales engineering, consulting, or support capacity 
• Collaborative with internal teams and external stakeholders, with a solutions focus 
• Fluency with English

Mandatory:

•  Experience with High Availability, Scalability, Performance trade-offs, Security & related concepts
• Cloud experience with one of these cloud providers: AWS, Azure, Google Cloud, VMWare Cloud, and OpenStack, Virtualisation

Preferred: 

• Ability to conduct product proof-of-value from initial requirements gathering to successfully achieving objectives and success criteria through clear planning and methodical execution
• Experience with Containers (Docker), Kubernetes, Microservices, PaaS (OpenShift, CloudFoundry)
• Knowledge with one of these programming languages: Java, Python, node js, ruby, C/C++ using database connectors (JDBC, python, node js, ODBC)

Senior Partner Account Executive - Saudi Arabia & MEA

Location - Riyadh, Saudi Arabia

The Role:

EDB is seeking a Riyadh based Senior Partner Account Executive for the Saudi Arabian & MEA channel business. In this role you will be responsible for recruiting and onboarding new channel partners across Saudi Arabia the MEA. The role reports to the  Director, EMEA Channels. The position is hands on with full individual responsibility to drive revenue growth strategies with growing EDB .  You'll devise and manage enablement, communication, creating strategic co-sell initiatives and the pipeline of tactical projects. Partnering with the EDB Enterprise and Commercial sales and pre-sales teams, as well as with partner operations and the enablement team. you will lead the development of the partner sales capabilities, solution plays, opportunities and bids and develop a precise mode of operation and clear accountabilities within the team to execute accelerated growth.

As part of our Partner Sales team, you will:

• Develop strategy, 2-year joint business plans and GTM model to scale your partner accounts
• Lead onboarding process internally in rapid fashion, utilizing the EDB Partner Operations & Enablement team and also externally into the partner/vendor mode of operation
• Own, drive and scale the revenue growth of your partner accounts
• Build regional partner executive-level relationships and channel partner affinity, both internally and externally
• Develop compelling integrated marketing campaigns to generate pipeline and leads
• Provide a regular cadence of high-quality KPI reporting
• Generate strategic 2-year account plans, develop and report on sales objectives

Responsibilities:

• Work with and report to the senior partner team to build on strategic revenue generating plans and develop new plans across the territory to ensure alignment of EDB MEA business goals.
• Work to develop the EDB technologies’ alignment to the core business model and services delivery capabilities.
• Own and manage the quota, pipeline and bookings- of complementary solutions & services across your sales portfolio and building investment cases for incremental pipeline development programs as needed.
• Leveraging your existing network of relationships to build robust cross-company deal teams in support of our direct sales Enterprise organization.
• Managing the day-to-day collaboration with Channel Partners and Account Executives to help build GTM synergy and alignment.  Create, support, track, and measure all sales initiatives with Channel Partners.
• Be the single point of contact for the GSIs to develop co-selling engagements with the EDB US Enterprise  sales teams.
• Design, implement, and execute business and GTM plans for each strategic partner and build effective measurements that clearly show revenue milestones are being met.
• Ensure strategic GSI partner sales & technical teams are suitably trained and enabled to drive incremental revenue.
• Provide on-going communication and reporting to the US and global management team.
• Develop and manage channel partners to skillfully “scale out” our partner eco-system across regions around the MEA

Qualifications:

• 5+ years of experience of delivering incremental revenue via recruiting, onboarding and the direct management of channel partners.
• Possessing a “customer first” approach with a growth mindset.
• Experience of achieving individual and company revenue goals.
• Demonstrated lengthy tenure experience and solid results working strategically and evangelizing with Channel Partners.
• Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective is desirable.
• Solid team player with a remarkable ability to work in a matrix team environment.
• Experience with and\or deep
• understanding
• of analytics, data, databases, predictive modelling, or business intelligence preferred.
• Solid program management and business development skills.
• Excellent
• presentation skills and communication skills, both written and verbal.
• Willingness to travel across the region
• Ideally fluent Arabic and English speaker

Role: Senior Enterprise Account Executive - Italy

Based: Remote, Italy

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. EDB has a lot to do with that.

We’ve been major contributors to Postgres since the beginning, and we are proud to call thousands of boundary pushing customers our partners. Proud though we are, we are not resting on our laurels. There’s plenty of work to do. The good news is that everything we do will impact Postgres, which is to say that it will impact the world. No pressure.

The Role

Due to continued expansion, growing demand and a significant addressable market, we are seeking to hire a Germany based experienced Enterprise Account Executive for Italian region. Reporting directly to the Regional Sales Director MED  You will be the primary customer relationship owner, responsible for developing and executing on both strategic and tactical sales plans. As a vital member of the EMEA Sales Team, this person is responsible for selling to named accounts and prospecting new accounts among top tier banking, financial services, consumer, and retail markets to identify revenue opportunities. In addition, responsibilities include aligning the appropriate company resources to enable success of each account. Strong experience successfully selling into the tier 1 and 2 banking & financial services, Information Technology, Telco, Comms & Media, Manufacturing or Government is expected. A successful track-record in enterprise database or data management solutions is an advantage, but the candidate must have a proven track record of selling strategic & complex enterprise software solutions into our relevant markets.

Responsibilities:

• Meet and exceed sales quota through outbound/inbound leads strategically selling the value of EDB’s products to key decision makers
• Generate and grow new ARR license revenue in assigned accounts and territory.
• Utilise solution-selling and value-added, ROI driven methodologies to sell EDB’s solutions.
• Develop and maintain sales plans, metrics and strategy to deliver annual sales targets.
• Qualify and cultivate leads generated from our website, trade shows and other marketing efforts, etc.
• Build strong relationships resulting in growth opportunities
• Establish and expand knowledge of our products, competitors and industry trends
• Collaborate with Sales Engineers to present pre-sales demos and assessments
• Formulating and executing strategic and tactical plans.
• Execute each sales activity in accordance with EDB’s sales process which includes opportunity identification and qualification, solution proof of concept or pilot, development of business case and ROI, pricing and license development, negotiation and contract signing process.
• Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce & Clari
• Ability to present full solution and conduct product demonstration to customers.
• Management of oversight of cross function commercial, technical and professional services resources to ensure client success.
• Work within a matrix team structure of Sales, Inside Sales, SEs, Marketing, Channel Development and Sales Operations to own, plan and execute a regional GTM strategy for the region.

Candidate Profile & Qualifications:

• 5+ years of enterprise software sales experience
• Track record of successful selling, business development, executive level influence, negotiation and exceptional communication & presence.
• Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions.
• Strong acumen in technology and ability to articulate solution value proposition.
• Self motivated, driven for success and delivers results through direct and channel partners
• Exceptional communication and personal skills.
• Excellent planning, preparation and presentation skills for executive meetings.
• Ability to work independently and also within a team environment (with Marketing, Product Management, Finance & Customer Success)
• Ability to orchestrate supporting resourcing both internally & externally.
• Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent.
• Passionate & Determined: does not take no for an answer - doesn't accept things as they are - asks not why but why not. But importantly doing this with passion, enthusiasm & integrity.
• Demonstrated proficiency with productivity tools (Word, Excel, Powerpoint, Salesforce.com, Google docs etc)
• Travel required up to 50%
• Fluent in English and in Italian

Join our growing global team! We’re hiring 100% remote Account Executives in North America, Brazil, India, Australia, Hong Kong, Indonesia, Korea, Singapore, United Kingdom, Switzerland, Germany, Qatar and South Africa.

In this role as an Account Executive you'll be at the forefront of expanding our reach, engaging with new enterprise accounts through hands-on prospecting and strategic hunting. You’ll be part of the team leading the charge at a top-tier company, well-recognized for revolutionizing the industry with our advanced Postgres toolset. It's a position for someone ready to drive growth and eager to contribute to a trailblazing journey in a dynamic environment.

What your impact will be…

• Identify new opportunities for sales expansion thorough market research. Tailor sales processes for enterprise-level prospects and create customized sales pitches to engage high-value clients successfully.
• Drive revenue growth by generating leads and cultivating relationships with potential clients. Achieve and aim to exceed sales targets through strategic selling methods. Craft and execute sales plans that successfully lead to revenue generation. Keep a pulse on sales performance with detailed metrics analysis to predict income trends.
• Discuss the terms and conditions of sales contracts with enterprise clients, ensuring that all agreements are favorable. Work in unison with legal teams to draft and review all contract documents meticulously.

What you will bring…

• 3-5+ years in enterprise sales experience 
• Skills in market research and analysis to identify sales opportunities 
• Ability to craft customized sales pitches for enterprise-level clients
• Expertise in lead generation strategies for B2B sales
• Proficiency in strategic hunting and prospecting techniques
• Track record of achieving and exceeding sales targets
• Proven success in leading revenue growth

Sr. Account Executive - (Enterprise Sales), Japan

EnterpriseDB (EDB) is looking for an experienced and successful seller to grow the revenue in the chosen territory/market The successful candidate will work closely with Sales team and should have a successful track record in selling Enterprise software solutions to commercial and/or government markets. They will have had extensive experience of selling.

What your impact will be:

Sales Execution Performance:

• Achieve plan and overall revenue targets for your region (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services).
• Identifying, qualifying, develop and close new opportunities for software subscriptions and associated consulting services.
• Ensure on-going optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition based on market needs and opportunities.
• Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders).
• Interact and work effectively with all regional and global resources to maximise customer success and company revenue growth throughout the region.
• Person will be assigned Japanese major large customers in the industry as per the territory and will drive business from that territory.
• Sales motion is "High Touch!, meaning that he/she will directly contact with customer and increase our opportunities there.
• All EDB transactions will be though partners and then to EDB.

Collaboration:

• Work with your leadership and management of the sales function, setting a unified direction for the team based on global organisational guidance and ensure priorities are clear at all times.
• Proactively seek out and seize opportunities to collaborate with partners across the region to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development.
• Establish strong partnerships across matrixed functions to collaborate on solutions that help remove roadblocks/barriers to sales execution.
• Manage account and contact information through the entire sales lifecycle process using Salesforce.com and other related selling tools: ensure that the sales team maintains detailed account profiles, account plans and prepares sales and activity reports as required.
• Properly and effectively manage your forecast and roadmap of opportunities, setting accurate quarterly and annual expectations for delivery with very little variance.

What you will bring:

• 10+ years of hands-on experience as a seller with Japanese Customers in high touch sales of IT solutions in a highly complex and competitive marketplace with focus on Japan region.
• 5+ Years into database selling for Enterprise Customers.
• Experience with understanding of subscription based models & working with System Integrators & Partner.
• Person should be familiar with working with Japanese large customers as well as working with Japanese distributor of softwares and SelIers to the customers.
• Collaboration with Japanese software distributor and Sellers are required.
• Strong, tested sales experience in high growth organizations focused on landing new logo’s and maximising customer expansion.
• Experience in a disruptive market approach selling infrastructure software that displaces older technologies a plus.
• Experience selling open source software a plus.
• Solutions sales approach with a deep understanding and appreciation for the value of packaging consulting services to drive greater differentiation, value and success.
• Graduate degree a must, Post graduate degree a plus.
• Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities and resources accordingly.
• Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixes organisation as well as with external stakeholders.
• Advanced written and verbal communication skills.
• Strong business and analytical acumen.