Description
As part of Databricks' accelerating APJ growth, we are looking for a dynamic Emerging Enterprise Startup Core Account Executive for GCR to join our rapidly growing team in Singapore.
This is an exciting Sales role that will make an important impact on the revenue and expansion of our business in Greater China. You will report to the Director, Enterprise at Databricks, and will require relevant experience selling to Startups/Commercial/Mid-Market accounts.
As a successful candidate, you are a self-starter who understands the sales process, passionate about solving business challenges, and skilled at selling innovation. You will guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to grow existing accounts in the Greater China market.
The impact you will have:
- Assess your accounts and develop a strategy to identify and engage all buying centres
- Use a solution-based approach to selling and creating value for existing accounts
- Be comfortable switching between technical stakeholder and business buyer personas to connect customers' challenges to business value throughout the sales cycle
- Identify and close quick wins while managing longer, complex sales cycles
- Track all customer details, including projects, purchase time frames, next steps, and forecasting in Salesforce
- Map the whitespace opportunity across your defined territory and use methodology to identify the most viable use cases in each account to maximise Databricks' impact
- Orchestrate and work with teams to maximise the impact on your ecosystem
- Build value with all engagements to promote successful negotiations to close point
- Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform
What we look for:
- 2-3 years of Startup/Emerging Enterprise Sales experience exceeding quotas, covering Greater China accounts or territory
- Experience in working in a consumption-based sales motion
- Strong closing experience and evidence of exceeding sales quota
- Ability to navigate and be successful in a fast-growing organisation
- Sales experience within Cloud software, open source technology, or ideally Data and AI space
- Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
- Methods for co-developing business cases and gaining support from C-level Executives
- Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)
- Ability to simply articulate intricate cloud technologies
- Bachelor's Degree or equivalent experience preferred
Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, click here.
Our Commitment to Diversity and Inclusion: At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.