Director Sales Engineering

Director Sales Engineering

Director Sales Engineering (India)

Responsibilities:

- This position will be responsible for driving growth and ongoing transformation of the India sales function to achieve critical business objectives. Interacting with strategic and regional customers/prospects/partners on a regular basis to technically qualify, design and propose well rounded solutions to meet customer needs. Thus this is not just a SE admin manager role .
- Engage with existing key India 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 India sales achieve their plan targets.






- Provide leadership to India sub-regions, regional leads, and regional SEs to ensure they qualify, demonstrate and propose winning solution bids with focus on qualification, validation, demonstration, PoC, Pilot, Implementation proposal activities. Also provide enablement plans and PoC/Pilot execution support.
- Work with EDB professional services to build statement of work required in the deployment of EDB solutions.
- Work with Partner Channel and ISV teams to help them sell EDB solutions or embed EDB solutions into products/services they in-turn sell. Provide technical leadership contact for IBM partner engagements in India, liaising with local EDB SE's to provide necessary tech support to IBM opportunities.
- Assist clients and partners to build training and enablement plans.
- Provide leadership to all EDB SE's in India, including enablement plans and project support






- Provide EDB product management & engineering guidance on EDB product usage and performance in India with strong emphasis on field feedback based on experience to drive this process. Also provide product management competitive information
- Engage effectively with Customer Success Management Teams to set the stage for post-sale customers/partners to get the value required out of EDB solutions
- Support marketing teams in providing field input to key go to market (GTM) initiatives and creating deep-dive presentations/demo to be leveraged in the sales cycle process

Requirements:

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 solution requirements and how they in-turn translate into platform and data needs. Should also have a firm grasp of cloud platforms,





data integration, and security concepts.

- Ability to drive discussions around strategic and line of business objectives, customer pain-points, solution options, and road mapping at CXO level and provide guidance in adopting EDB Postgres to provide working solutions . Effective describe benefits of using EDB vs open source options, 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 training.

- Define and drive SE strategy in terms of creating assets,





technical enablement in accordance with product roadmap and GTM sales plays
- Define the SE KPIs and guide, support individual SEs to achieve these KPIs.
- Support key and strategic sales motions across India from a senior technical leadership perspective.

Minimum Criteria/Qualification :

Need someone with 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 in technical management role
- Technical selling
- Solution based selling
- Core data platform technical proficiency
- Ability to deliver technical product presentations
- Ability to demonstrate technical products and their feature sets






- Ability to lead product proof-of-concepts from initial requirements gathering to successfully achieving objectives and success criteria through clear planning and methodical execution
- Ability to formulate and implement SE organizational strategy and programs related to its success
- Software product company cross-team collaboration driving sales team success

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 or leadership 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
- Key understanding of key database deployment patterns including OLTP, OLAP, EDW, Data Mart, Application in both on-premise, cloud and hybrid cloud environments
- For cloud environments familiarity with AWS, Azure, Google Cloud and working knowledge of local regional cloud offerings

Good understanding and hands-on experience of the following concepts in relation to PostgreSQL or EDB Postgres or Oracle:

- Database legacy platform migration – on-prem & cloud
- Managed Database as a Service offerings






- High Availability architectures, use cases and patterns
- Upgrades/patching
- Scalability
- Performance
- Security & related concepts

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

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
- Willingness to dive in with Sales, SE, Services teams and lead from the front
- Solid cross-team collaboration skills







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.

Desirable Qualifications:

Foundational and/or experience in the following areas:

Programming skills:

- Understanding of SQL, PL/SQL or PL/pgSQL
- Understanding of bash shell or Python scripts