Regional Sales Director - Central & Eastern Europe

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.

Regional Sales Director - Central & Eastern Europe

Job Location:  Germany . Expected travel to other EMEA offices 

The Role

Due to continued expansion, growing demand and a significant addressable market, we are seeking to hire a Regional Sales Director - Central & Eastern Europe. Reporting directly to our Regional VP and GM, EMEA 

Your team will be addressing new accounts among top tier banking, financial services, consumer, and retail markets to identify revenue opportunities.  In addition, responsibilities include aligning the appropriate company resources to enable success of each account.

As a vital member of the EMEA Team, this person is responsible for helping mentor, develop and drive the Central & Eastern Europe sales team, (Germany, Austria & Eastern Europe) 

Strong experience successfully selling software solutions into the Tier 1 and 2 banking & financial services, Information Technology, Telco, Comms & Media, Manufacturing or Government is required.  A successful track-record in enterprise database or data management solution sales is an advantage.As well as a clear proven track record of hiring, developing and optimizing great enterprise sales talent.

Responsibilities:

• Meet and exceed regional sales quota through precision management of a Central EMEA Enterprise sales team 
• Utilize solution-selling and value-added, ROI driven methodologies to sell EDB’s solutions.
• Develop and maintain sales plans, metrics and strategy to deliver annual sales targets.
• Build strong relationships resulting in growth opportunities.
• Establish and expand knowledge of our products, competitors and industry trends.
• Collaborate with Sales Engineers, Services and CTO Office to present pre-sales demos and assessments.
• Formulating and executing strategic and tactical plans.
• Execute each sales activity in accordance with EDB’s sales process which includes opportunity identification and qualification (using MEDDIC), solution proof of concept or pilot, development of business case and ROI, pricing and license development, negotiation and contract signing process.
• Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce & Clari
• Ability to present full solution and conduct product demonstration to customers.
• Management of oversight of cross function commercial, technical and professional services resources to ensure client success.
• Work within a matrixed team structure of Sales, Inside Sales, SEs, Marketing, Channel Development and Sales Operations to own, plan and execute a regional GTM strategy for the region.
• As a Sales Leader, you will have overall responsibility for the Central EMEA Sales team and goals.

Candidate Profile & Qualifications:

• 10+ years of enterprise software sales experience
• As a sales leader, you will be expected to have at least 3+ years of leading, scaling and executing sales via a team
• Proven track record of selling strategic & complex enterprise software solutions into our relevant markets.
• Track record of successful selling, business development, executive level influence, negotiation and exceptional communication & presence.
• Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions.
• Strong acumen in technology and ability to articulate solution value proposition.
• Self-motivated, driven for success and delivers results through direct and channel partners.
• Exceptional communication, leadership and mentoring skills
• Excellent planning, preparation and presentation skills for executive meetings.
• Ability to work independently and also within a team environment (with Marketing, Product Management, Finance & Customer Success)
• Ability to orchestrate supporting resourcing both internally & externally.
• Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent.
• Passionate & Determined: does not take no for an answer - doesn't accept things as they are - asks not why but why not. But importantly doing this with passion, enthusiasm & integrity.
• Demonstrated proficiency with productivity tools such as Word, Excel, Powerpoint, Salesforce.com, Google docs, Zoom ¶ Slack (or other collaboration tools) 
• Travel required up to 50%