Enterprise Core Account Executive

We are looking for a talented Enterprise Core Account Executive to join our team in Sydney, Australia. As a Core rep at Databricks, you will play a pivotal role in driving the company's growth by expanding our footprint with existing customers. Your primary focus will be on converting prospects into customers and driving the consumption of Databricks' services.

Key Responsibilities:

• Drive consumption: Help customers derive value from the platform by identifying key use cases and increasing usage.
• Secure strategic committed deals: Identify, structure, and close opportunities to co-invest in high-priority initiatives to accelerate and de-risk project delivery.
• Prospect and lead generation: Use various strategies and resources, such as intent signals, account planning, and leveraging customer stories, to effectively prospect and target leads.
• Prospect engagement: Leverage BDRs, marketing, and network to build relationships with key prospects in territory to displace incumbent technologies.
• Sales execution: Conduct first meetings with compelling POVs to create urgency for change. Create territory and account plans to prioritize pursuits. Engage in activities such as roundtables, bootcamps, and industry events to build relationships and progress pipeline.
• Pipeline management: Maintain an accurate and updated Salesforce (SF) pipeline, create proof of concepts (POCs), and manage the sales cycle from initial contact to closing the deal.
• Collaboration: Engage with architects, professional services engagement managers, coordinate demand planning sessions, and align with executive sponsors to ensure a comprehensive approach to customer success.

Requirements:

• Proven track record in sales, with demonstrable experience in selling innovation, ideally in Big Data, Cloud, or SaaS technology in a consumption-first world.
• Strong prospecting, lead generation, and customer engagement skills.
• Ability to drive consumption and secure first-time commits.
• Collaboration: Ability to work effectively with cross-functional teams, including GDRs and Customer Success teams.
• Technical acumen: Understanding of Databricks' platform and the ability to communicate its value to customers.