Description
The Role
You will own a hybrid enterprise territory in ASEAN, focusing on growing and renewing existing customers, as well as winning new accounts.
Your main goal is to identify new teams within accounts that already use ClickHouse and expand the commercial relationship to keep pace with usage, including renewals and consumption commitments.
For new business, you will typically engage with teams already using ClickHouse's open-source or Cloud offerings, addressing triggers such as high bills from competitors like Elasticsearch or Splunk, or performance issues with their current data solutions.
What You Will Be Doing
- Manage the full sales cycle for new and existing accounts in ASEAN, from initial conversations through security reviews, procurement, and closing deals on Cloud commitments and multi-year contracts.
- Grow your existing customer base by targeting new teams and use cases within accounts that already purchase from ClickHouse.
- Oversee renewals and consumption commitments, collaborating with Solutions Architects and Support to proactively address usage and churn risks.
- Monitor consumption trends across your accounts and engage early when you notice changes in usage patterns.
- Identify and convert unmanaged open-source ClickHouse deployments and self-serve Cloud accounts into paid opportunities.
- Coordinate with multiple stakeholders, including data platform teams, budget owners, security personnel, and executive sponsors.
- Work closely with Solutions Architects during technical evaluations, owning the commercial strategy and deal closure.
- Navigate the procurement process, handling security questionnaires, legal negotiations, and vendor onboarding.
- Equip your champions with the necessary internal business cases, including TCO comparisons, migration plans, and risk mitigation strategies.
- Develop expansion plans by mapping remaining teams and use cases within each account.
- Maintain accurate records in Salesforce and provide forecasts that leadership can rely on.
- Engage with the developer community in your territory through meetups, conferences, and events.
What You Bring
- Experience selling to enterprises in the ASEAN market.
- At least 6 years of experience selling technical infrastructure to enterprise buyers, particularly in databases, data platforms, cloud infrastructure, observability, or developer tooling.
- A proven track record of closing complex deals that involve security reviews, legal processes, and procurement.
- Technical fluency to engage in architectural discussions, without needing to write SQL.
- Experience managing hybrid quotas, balancing new business with expansion and renewals.
- Familiarity with consumption-based commercial models where revenue fluctuates with usage.
- Experience selling into both developer-led and top-down adoption scenarios.
- Ability to coordinate with stakeholders who do not report to you.
- Skill in accurate forecasting, even in challenging situations.
Perks
- Flexible work environment: ClickHouse operates globally and supports remote work.
- Healthcare benefits: employer contributions towards your healthcare.
- Equity: stock options for all new team members.
- Time off: flexible policies in the US and generous entitlements elsewhere.
- Home office setup: a $500 allowance for remote employees.
- Global Gatherings: opportunities for in-person connections with colleagues at company-wide events.