PostgreSQL Solution Architect

This role is also central to establishing Spinnaker Support’s PostgreSQL practice in EMEA. Beyond supporting individual sales opportunities, the Postgres Solution Architect will help shape repeatable solution patterns, customer discovery methods, Oracle-to-PostgreSQL migration approaches, field enablement, and technical credibility for a new strategic growth area.

The ideal candidate combines strong PostgreSQL expertise, customer-facing communication skills, and the ability to translate complex technical capabilities into clear business outcomes. This role supports opportunities across the EMEA region and requires collaboration across multiple countries, cultures, and stakeholder groups.

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 optimisation, 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 EMEA 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
• Multi-language capabilities relevant to the EMEA region
• 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

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