Enterprise Account Executive - Italy

About EDB

EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media, and information technology companies. EDB’s data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidence of up to 99.999% high availability with mission-critical capabilities built in such as security, compliance controls, and observability. For more information, visit www.enterprisedb.com.

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: Enterprise Account Executive - Italy

Due to continued expansion, growing demand, and a significant addressable market, EDB is seeking to hire an experienced Enterprise Account Executive for the Italian region. This role is based remotely in Italy, ideally in Milan or Rome, and reports directly to the Regional Sales Director MED. 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 top-tier banking, financial services, consumer, and retail markets to identify revenue opportunities. Additionally, responsibilities include aligning the appropriate company resources to enable the success of each account. Strong experience successfully selling into the tier 1 and 2 banking & financial services, Information Technology, Telco, Comms & Media, Manufacturing or Government sectors 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.

Key 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.
• Build strong relationships resulting in growth opportunities.
• Establish and expand knowledge of EDB products, competitors, and industry trends.
• Collaborate with Sales Engineers to present pre-sales demos and assessments.
• Formulate and execute strategic and tactical sales 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.
• Maintain 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.
• Manage and oversee cross-functional 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 Go-To-Market (GTM) strategy for the region.

Candidate Profile & Qualifications

• 5+ years of enterprise software sales experience.
• 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%.
• Fluent in English and in Italian.

Key Skills/Competency

• Enterprise Software Sales
• Account Management
• PostgreSQL
• Salesforce CRM
• Strategic Sales Planning
• Negotiation
• Solution Selling
• Business Development
• Go-To-Market Strategy
• Financial Services Sales