Strategic Account Executive Italy - Telco, FSI & Government

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.

The Role

Due to continued expansion, growing demand, and a significant addressable market, we are seeking an experienced Strategic Account Executive for the Italian region. Reporting directly to the Regional Sales Director MED, you will be the primary customer relationship owner, responsible for developing and executing both strategic and tactical sales plans.

As a vital member of the EMEA Sales Team, you will be responsible for selling to named accounts and prospecting new accounts among top-tier banking, financial services, consumer, and retail markets to identify revenue opportunities.

Responsibilities

• Sales Execution: Meet and exceed sales quota through outbound/inbound leads, strategically selling the value of EDB’s products to key decision-makers.
• Revenue Growth: Generate and grow new ARR license revenue in assigned accounts and territory.
• Methodology: Utilize solution-selling and value-added, ROI-driven methodologies to sell EDB’s solutions.
• Planning: Develop and maintain sales plans, metrics, and strategy to deliver annual sales targets.
• Lead Management: Qualify and cultivate leads generated from our website, trade shows, and other marketing efforts.
• Relationship Building: Build strong relationships resulting in growth opportunities and expand knowledge of our products, competitors, and industry trends.
• Collaboration: Partner with Sales Engineers to present pre-sales demos and assessments.
• Sales Process Discipline: Execute each sales activity in accordance with EDB’s sales process (opportunity identification, qualification, POC/pilot, business case/ROI development, pricing, negotiation, and contracting).
• Forecasting: Maintain disciplined and accurate forecasting and reporting of opportunities within Salesforce & Clari.
• Resource Management: Manage and oversee cross-functional commercial, technical, and professional services resources to ensure client success.
• GTM Strategy: Work within a matrix team structure (Sales, Inside Sales, SEs, Marketing, Channel Development, and Sales Operations) to plan and execute a regional GTM strategy.

Candidate Profile & Qualifications

• Experience: 5+ years of enterprise software sales experience.
• Track Record: Proven success in selling, business development, executive-level influence, negotiation, and exceptional communication.
• Industry Expertise: Strong experience successfully selling into tier 1 and 2 banking & financial services, Information Technology, Telco, Comms & Media, Manufacturing, or Government. A successful track record in enterprise database or data management solutions is an advantage.
• Technical Acumen: Strong acumen in technology and the ability to articulate solution value propositions.
• Tools: Demonstrated proficiency with productivity tools (Word, Excel, PowerPoint, Salesforce.com, Google Docs, etc.).
• Travel: Ability to travel up to 50%.
• Languages: Fluent in English and Italian.
• Attributes: Self-motivated, collaborative, persistent, curious, and passionate with high integrity.