Principal Sales Engineer - EDB

About EDB

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.

Position Overview

This position will be responsible for driving growth and ongoing transformation of the APJ sales function to achieve critical business objectives. You will interact with customers, prospects, and partners on a regular basis.

Responsibilities

• 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 sales achieve their plan targets.
• Work with EDB professional services to build statements of work required in the deployment of EDB solutions.
• Assist clients and partners in building training and enablement plans.
• Provide EDB product management & engineering guidance on EDB product usage and performance in APJ, as well as competitive market information.
• Drive discussions around database-related pain points at the CXO level and provide guidance to drive adoption of EDB Postgres (competing with native cloud databases or collaborating with cloud service providers).
• Perform SE team management on a regular basis, including team update calls, performance reviews, motivation, and leading product orientation from the perspective of EDB selling motions (products, services, and trainings).
• Define 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 Requirements & Qualifications

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

• Strong customer-facing skills and ability to identify overall platform and data pain points beyond basic database needs.
• Ability to deliver technical product presentations and demonstrate product feature sets.
• Ability to conduct product proof-of-concepts from initial requirements gathering to successful execution.

Database, OS Platform, and Software Skills

At least 5 years of direct experience (in the past 8–10 years) with:

• Hands-on experience in PostgreSQL or EDB Postgres databases + Data warehousing + AI & Analytics.
• Strong knowledge of SQL, SQL query tuning, and debugging techniques.
• DB server tuning and debugging experience.
• Basic to intermediate Linux system administration experience.
• Software installation and troubleshooting experience.

Core Technical Concepts

Hands-on experience and solid understanding of the following 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/channel ecosystems, customers, and remote EDB teams.
• Willingness to travel and spend time in the field with customers, partners, and System Integrators.

Desirable Qualifications

• Cloud Skills: Experience with AWS, Azure, Google Cloud, VMware Cloud, OpenStack, Docker, Microservices, and PaaS (Kubernetes, OpenShift) in relation to databases.
• Programming Skills: Ability to write SQL, PL/SQL, PL/pgSQL, bash shell, or Python scripts.
• Technical Content Development: Ability to author solution collaterals and describe product features in response to RFPs, as well as coordinate Professional Services deliverables between Solution Architect and customer teams.