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Director Sales Engineering - Apj

EDB - Brisbane Grove, NSW

Source: uWorkin


*Please note we are hiring for this role remote anywhere in the United States*

Role : Director Sales Engineering - APJ

Location: Australia

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..


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 ANZ 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 ANZ 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 leadership to all EDB SE's in Asia Pacific & Japan, including enablement plans and project support
  • Provide single point of technical contact for IBM partner engagements in APJ, liaising with local EDB SE's to provide necessary tech support to IBM opportunities
  • Provide EDB product management & engineering guidance on EDB product usage and performance in APJ. Also provide product management competitive information


The SE Director 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.
  • At least 4 to 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 4 to 5 years of direct experience (in the past 8-10 years) in the following areas:
  • Hands-on experience in PostgreSQL or EDB Postgres databases or Oracle databases.
  • Relational database experience (PostgreSQL, MySQL, Oracle, SQL Server). Active use or, administration of such database(s);
  • Good understanding of NoSQL, unstructured data store concepts and familiarity with MongoDB, Hadoop, Cassandra etc.
  • 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 or Oracle:
  • 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.

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.