Sales Engineer GridGain

About this role

<p>MariaDB is making a big impact on the world. Whether you’re checking your bank account, buying a coffee, shopping online, making a phone call, listening to music, taking out a loan or ordering takeout – MariaDB is the backbone of applications used everyday. Companies small and large, including 75% of the Fortune 500, run MariaDB, touching the lives of billions of people. With massive reach through Linux distributions, enterprise deployments and public clouds, MariaDB is uniquely positioned as the leading database for modern application development. MariaDB now includes GridGain, a leader in in-memory computing, extending MariaDB to handle the extreme-velocity data requirements of autonomous AI agents.</p> <p><span style="font-family: arial, helvetica, sans-serif;"><span style="font-size: 12pt;"><strong>The Opportunity</strong></span></span></p> <p>This position serves a critical role in driving successful deal closure and future growth in EMEA, in close collaboration with sales. Our ideal candidate will have subject matter experience designing and driving consultative solutions to address clients' data and database-centric business challenges in their organisation. He or she needs to possess domain knowledge and maintain flexibility to successfully contribute to the seamless execution of multiple sales cycles.</p> <p>There will also be a heads-down need to organise, create, and lighthouse content individually. You will develop and lead presentations, web conferences, white papers, workflows, and RFP/RFI's. If you have the technical sophistication, proven mastery in a database-centric support engineer role, and an appetite for a dynamic role in a startup environment, we'd love to speak with you.</p> <h2 data-path-to-node="2"><strong data-path-to-node="2" data-index-in-node="0">Role Overview</strong></h2> <p data-path-to-node="3">As a Sales Engineer, you will combine deep technical expertise with strong business acumen to drive the technical sales cycle from discovery to close. This role requires a high bias for action, a readiness to roll up your sleeves, and the ability to design sophisticated architectures for distributed, high-performance systems.</p> <h2 data-path-to-node="5"><strong data-path-to-node="5" data-index-in-node="0">Responsibilities</strong></h2> <h3 data-path-to-node="6"><strong data-path-to-node="6" data-index-in-node="0">Technical Sales & Deal Execution</strong></h3> <ul data-path-to-node="7"> <li> <p data-path-to-node="7,0,0"><strong data-path-to-node="7,0,0" data-index-in-node="0">Cycle Management:</strong> Partner with Account Executives and the global sales organisation to support technical sales cycles, prioritise resources, and drive deals to a successful close.</p> </li> <li> <p data-path-to-node="7,0,0"><strong data-path-to-node="7,1,0" data-index-in-node="0">Go-To-Market (GTM):</strong> Actively engage with prospects to assess complex pain points and deliver tailored solutions that align platform capabilities to business use cases.</p> </li> <li> <p data-path-to-node="7,2,0"><strong data-path-to-node="7,2,0" data-index-in-node="0">Channel Support:</strong> Drive technical engagement across channel sales networks, including ISVs, vendors, and consultancies.</p> </li> <li> <p data-path-to-node="7,3,0"><strong data-path-to-node="7,3,0" data-index-in-node="0">Travel & Region Growth:</strong> Travel throughout EMEA as needed to support sales efforts, grow opportunity scope, and engineer tangible customer solutions.</p> </li> </ul> <h3 data-path-to-node="8"><strong data-path-to-node="8" data-index-in-node="0">Solution Architecture & Technical Validation</strong></h3> <ul data-path-to-node="9"> <li> <p data-path-to-node="9,0,0"><strong data-path-to-node="9,0,0" data-index-in-node="0">Discovery & Architecture:</strong> Lead discovery sessions with technical and business stakeholders to design solution architectures across on-premises, cloud, hybrid, and Kubernetes environments.</p> </li> <li> <p data-path-to-node="9,1,0"><strong data-path-to-node="9,1,0" data-index-in-node="0">Technical Evangelist:</strong> Deliver tailored product demos and clearly articulate core concepts such as distributed caching, partitioning, replication, persistence, high availability, and disaster recovery.</p> </li> <li> <p data-path-to-node="9,2,0"><strong data-path-to-node="9,2,0" data-index-in-node="0">POC Ownership:</strong> Plan, manage, and execute complex Proof of Concept (POC) engagements with clearly defined success criteria.</p> </li> <li> <p data-path-to-node="9,3,0"><strong data-path-to-node="9,3,0" data-index-in-node="0">Optimisation & Evaluation:</strong> Support performance testing, troubleshooting, sizing, configuration tuning, and competitive evaluations.</p> </li> <li> <p data-path-to-node="9,4,0"><strong data-path-to-node="9,4,0" data-index-in-node="0">Technical Documentation:</strong> Respond to RFPs, RFIs, security reviews, and architecture…