Senior Account Executive - EDB

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, EDB is the leading contributor to the vibrant and fast-growing PostgreSQL community.

Sr. Account Executive - (Enterprise Sales), Japan

EnterpriseDB (EDB) is looking for an experienced and successful seller to grow revenue in the Japan territory. The successful candidate will work closely with the sales team and should have a proven track record of selling enterprise software solutions to commercial and/or government markets.

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).
• Identify, qualify, develop, and close new opportunities for software subscriptions and associated consulting services.
• Ensure ongoing optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition.
• Create and sustain a sales performance culture that consistently exceeds stakeholder expectations.
• Interact and work effectively with all regional and global resources to maximize customer success and company revenue growth.
• Manage assigned major enterprise accounts in Japan and drive direct high-touch business opportunities.
• Coordinate transactions through partners to EDB.

Collaboration

• Work with leadership to set a unified direction for the team based on global organizational guidance.
• Proactively collaborate with partners across the region to ensure the voice of the customer influences product and proposition development.
• Build strong partnerships across matrixed functions to remove roadblocks to sales execution.
• Manage account and contact information through the entire sales lifecycle using Salesforce.com and related tools.
• Effectively manage forecasts and roadmaps, setting accurate quarterly and annual expectations for delivery with minimal 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 complex, competitive marketplace.
• 5+ years of experience in database selling for enterprise customers.
• Strong understanding of subscription-based models and experience working with System Integrators and partners.
• Familiarity with working with large Japanese customers as well as Japanese software distributors.
• Strong, disruptive market approach experience in infrastructure software displacement a plus.
• Experience selling open-source software is a plus.
• Solution sales approach with an appreciation for packaging consulting services to drive greater differentiation and success.
• Graduate degree required; postgraduate degree a plus.
• Ability to anticipate market changes and rapidly adjust strategies.
• Demonstrated ability to work collaboratively and resolve conflict across matrixed organizations.
• Advanced written and verbal communication skills with strong business and analytical acumen.