Public Sector Account Executive

Role: Public Sector Account Executive - Germany

Based: Remote, Germany

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.

The Role

Due to continued expansion, growing demand and a significant addressable market, we are seeking to hire a Germany based experienced Public Sector Account Executive for German region. Reporting directly to the Regional Sales Director CEMEA. You will be the primary customer relationship owner, responsible for developing and executing on both strategic and tactical sales plans. As a vital member of the EMEA Sales Team, this person is responsible for selling to named accounts and prospecting new accounts among  Public Sector and Government markets to identify revenue opportunities. In addition, responsibilities include aligning the appropriate company resources to enable success of each account. Strong experience successfully selling into the Public Sector or Government is expected. A successful track-record in enterprise database or data management solutions is an advantage, but the candidate must have a proven track record of selling strategic & complex enterprise software solutions into our relevant markets.

Responsibilities:

• Meet and exceed sales quota through outbound/inbound leads strategically selling the value of EDB’s products to key decision makers

• Generate and grow new ARR license revenue in assigned accounts and territory.

• Utilise 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.

• Qualify and cultivate leads generated from our website, trade shows and other marketing efforts, etc.

• Build strong relationships resulting in growth opportunities

• Establish and expand knowledge of our products, competitors and industry trends

• Collaborate with Sales Engineers 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, 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 matrix 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.

Candidate Profile & Qualifications:

• 5+ years of enterprise software sales experience, specifically from Public Sector and Government verticals

• 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 and personal 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 (Word, Excel, Powerpoint, Salesforce.com, Google docs etc)

• Travel required up to 50%