Description
As an Enterprise Account Executive, your mission will be to acquire and grow some of our focus customers in Databricks. You will secure new logos with strategic accounts in the FSI vertical, create a focused and targeted logo acquisition strategy, and expand Databricks use cases in existing and newly won accounts to maximize impact for customers.
You will establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates. You will build value in all engagements to guide successful negotiations, plan, document, and drive the growth of Databricks usage for your customers.
You will develop a deep and detailed understanding of the customer's business, provide leadership to the customer, important staff, and technical teams, and identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization.
Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions. You will close new accounts while growing our business in existing accounts.
The ideal candidate will have 5+ years of experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment, selling experience to the Enterprise FSI customers in Japan, knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
Background of selling usage-based SaaS solutions, or other Data/AI/ML technologies, 5+ years of experience in sales methodologies and processes, e.g., account planning, MEDDPICC, value selling, and Command of the Message.
5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use, build customer champions and collaborative teams to support the implementation of the expansion plan.
Understanding of how to develop a clear partner strategy and manage it to success.