PostgreSQL Solution Architect - Presales

Key Responsibilities

• Partner with sales teams to qualify opportunities and identify customer business drivers, technical requirements, and decision criteria
• Lead technical discovery conversations with customers and prospects to understand current environments, challenges, and future-state goals
• Assess Oracle-to-PostgreSQL opportunities, including current-state architecture, application dependencies, schema and code compatibility, extensions, data movement, cutover strategy, testing approach, and target operating model
• Deliver tailored product demonstrations, technical presentations, workshops, and proof-of-value engagements
• Design solution approaches that align Postgres capabilities with customer requirements, architecture, and operational priorities
• Respond to technical portions of RFPs, RFIs, and security questionnaires in collaboration with internal stakeholders
• Support customer evaluations by addressing architecture, performance, Oracle-to-PostgreSQL and other migration paths, application compatibility, extension strategy, security, integration, operational support, and long-term maintainability questions
• Act as a trusted advisor on database modernization, platform strategy, and best practices related to PostgreSQL environments
• Advise on PostgreSQL enterprise support, incident and escalation handling, patch and minor-version maintenance, extension and tooling assessment, backup and recovery strategy, high availability, performance engineering, security, and operational readiness for production workloads
• Collaborate with Product and Product Marketing to communicate field feedback, market needs, and competitive insights
• Work with Sales, Product, and Delivery to translate discovery findings into appropriately scoped services, support models, estimates, assumptions, exclusions, and handover materials that can be delivered reliably after contract signature
• Maintain a strong understanding of the PostgreSQL ecosystem, including community PostgreSQL, major cloud providers, open-source tooling, relevant extensions, commercial PostgreSQL vendors, migration partners, and emerging competitors, and use that knowledge to position Spinnaker’s differentiated value clearly with customers
• Contribute to enablement assets, demo environments, reusable collateral, and internal knowledge sharing

Required Qualifications

• Bachelor’s degree in Computer Science, Information Systems, Engineering, or equivalent practical experience
• A minimum 8+ years hands-on experience with PostgreSQL administration, architecture, performance tuning, query optimization, high availability, backup/recovery, security, extensions, replication, upgrade planning, patch management, and production operations
• In addition to this, 5+ years of experience in solution consulting, sales engineering, database consulting, or technical pre-sales
• Experience with Oracle-to-PostgreSQL migration, including architecture assessment, application and schema compatibility, migration tooling, performance validation, cutover planning, and post-migration support requirements
• Experience supporting customer conversations around cloud infrastructure, especially AWS, Azure, or Google Cloud
• Ability to communicate technical concepts effectively to both technical and executive audiences
• Experience leading technical demonstrations, workshops, and proof-of-concept or proof-of-value engagements
• Strong written communication skills for proposals, technical responses, and customer follow-up
• Ability to work across US time zones and travel as needed

Preferred Qualifications

• Familiarity with Kubernetes, containers, DevOps workflows, and automation tools
• Exposure to enterprise sales methodologies such as MEDDPICC, Challenger, or value-based selling
• Experience in open-source database, PostgreSQL ecosystem, enterprise support, database migration, cloud database, or data infrastructure markets

Success Measures

• Technical win rate and influence on pipeline progression
• Quality and impact of customer-facing technical engagements
• Contribution to achievement of bookings, revenue, and pipeline targets
• Sales team and customer feedback on responsiveness and effectiveness
• Development of scalable technical assets, discovery templates, reference architectures, Oracle-to-PostgreSQL migration assessment materials, demo environments, competitive battlecards, and field enablement materials that improve sales quality and delivery readiness