Strategic Account Executive

1 month ago

Mumbai, India EDB Full time

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.

**Role: Strategic Account Executive [SAE] - (Mumbai/Pune)**

This **Strategic Account Executive [SAE]** will be responsible for driving growth and ongoing transformation of the Indian Subcontinent sales function to achieve critical business objectives, actively develop and lead execution of the go-to-market strategy and provide strong coverage in region.

Reporting to **BFSI Sales Director
- India **you will work collaboratively with leaders and other members of India team along with key internal stakeholders across our organization. You will be responsible to build effective relationships in order to ensure the business meets and exceeds targets, which includes accelerating sales growth through strategic account growth, new customer acquisition and maintaining strong relationships with the current client base to build long-term customer loyalty and renewals.

**Responsibilities**

**Sales Execution Performance**
- Achieve plan and overall revenue targets for your region (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services)
- Identifying, qualifying, develop and close new opportunities for software subscriptions and associated consulting services.
- Ensure on-going optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition based on market needs and opportunities.
- Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders).
- Interact and work effectively with all regional and global resources to maximise customer success and company revenue growth throughout the region

**Collaboration**:

- Work with your leadership and management of the India sales function, setting a unified direction for the team based on global organisational guidance and ensure priorities are clear at all times
- Proactively seek out and seize opportunities to collaborate with partners across the region to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development
- Establish strong partnerships across matrixed functions to collaborate on solutions that help remove roadblocks/barriers to sales execution
- Properly and effectively manage your forecast and roadmap of opportunities, setting accurate quarterly and annual expectations for delivery with very little variance.

**Requirements**:
**Knowledge, Skills & Qualifications**:

- 12+ years of enterprise software sales experience of which at least 5-7 years in BFSI for West region.
- Experience in building Strategic Account Plans and experience of execution the plans for maximising customer wallet share.
- Strong, tested sales experience in high growth organizations focused on landing new logo's and maximising customer expansion through with System Integrators & ISVs/ Partner.
- Ability to articulate customer problem statements and drive solutioning through the pre-sales and Field CTOs.
- Experience in a disruptive market approach selling infrastructure software that displaces legacy technologies is a plus
- Solutions sales approach with a deep understanding and appreciation for the value of packaging consulting services to drive greater differentiation, value and success
- Graduate degree a must, Post graduate degree a plus
- Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities and resources accordingly
- Understanding of subscription based models & experience selling open source software is a plus
- Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixes organisation as well as with external stakeholders
- Advanced written and verbal communication skills
- Strong business and analytical acumen

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 c

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