Description
We are looking for a Strategic Account Executive to join our Travel, Transport, Hospitality & Logistics (TTLH) team in the UK, to make the most of the phenomenal market opportunity that exists for Databricks within the UK rail and public transport sector.
Your mission will be to grow one of our most strategic customers in the sector. It is a dedicated, single-account role and is already one of the top three spending customers in our TTLH vertical.
Experience selling to the transport or public sector is preferred, as is experience in running large, complex accounts with multiple stakeholders.
As a Strategic Account Executive at Databricks you will bring an informed and compelling point of view on the Big Data, Advanced Analytics and AI space. That view will guide your strategy and, together with our teams and partners, allow you to provide exceptional value to our customer.
The impact you will have:
- Co-develop a strategic account plan with your team and ecosystem partners that accelerates customer success and exceeds quarterly and annual usage and booking goals
- Lead your team, customer and partners to identify impactful big data and AI use cases, and prove out their value on the Databricks Data Intelligence Platform
- Deliver your customer's big data and AI transformation goals through a combination of strategic partnerships, well-scoped professional services, training and targeted executive engagement
- Position Databricks to coexist with and complement the hyperscaler ecosystem, building a joint "better together" strategy
- Orchestrate a wide range of Global Solution Integrators (GSIs) and delivery partners towards shared outcomes
- Develop an understanding of technical product details and roadmap to build trust with executives and business and technical champions
What we look for:
- Experience developing strong relationships with large enterprise accounts, managing virtual teams and leading complex sales campaigns in major transport, infrastructure or public sector accounts is preferred
- A strong understanding of the hyperscaler ecosystems and a proven ability to position Databricks alongside them, coexisting with and complementing a customer's wider cloud strategy
- Experience co-selling and scaling your business with Cloud Vendors (AWS, Azure and Google Cloud teams) and Global Solution Integrators (GSIs)
- The resilience and patience to drive progress in large, complex organisations with long decision cycles, and the drive to make things happen
- Experience working in Big Data, AI, Cloud or SaaS industries
- Proof of exceeding sales quotas in high-growth enterprise software companies
- Experience driving usage and commit-based engagement models and strategies, working with professional services and training teams
- Experience co-developing business cases and gaining support from C-level executives
- Experience of value-based selling