Description
Do you want to help solve the world's toughest problems with data and AI? At Databricks, we do this every day. As an Emerging Enterprise Account Executive, you will report to the Senior Manager for Digital Native Business (DNB) and come with relevant experience selling to Commercial/Mid-Market accounts. You will assess your accounts and develop a strategy to identify and engage all buying centers, use a solution-based approach to selling and creating value for new logo accounts, and be comfortable switching between technical stakeholder and business buyer personas.
The impact you will have includes identifying and closing quick wins while managing longer, complex sales cycles, tracking all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce, mapping the whitespace opportunity across your defined territory, and using methodology to identify the most viable use cases in each account to maximise Databricks impact.
To succeed in this role, you will need 3+ years of Startup/Emerging Enterprise Sales experience exceeding quotas, covering Singapore/SEA 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 organization, 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 in the GCR market, 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), and simply articulate intricate cloud technologies.
If you are a self-starter who understands the sales process, passionate about solving business challenges, and excel at initiating and advancing conversations to value delivery using a defined methodology, then this could be the role for you.