Description
The Sr. Engagement Manager, FDE is responsible for helping customers accelerate value through adoption of the Databricks platform, working with them to strategically solve, build, and sell programs delivered by the Forward Deployed Engineering Team.
As an Engagement Manager, you will ensure that customers make the most value of Databricks' products and services by positioning FDE and training engagements.
This role is strategic and cross-functional, partnering closely with Sales, Field Engineering, Partners, Support, and Product Teams on campaigns, programs, and content to position and sell engagements that solve customers' most complex business problems.
You will report to the Director, Forward Deployed Engineering.
The impact you will have
- Demonstrate passion for the job and lead by example, putting Databricks and customers first to achieve sales and delivery missions.
- Collaborate with sales counterparts and engage early in the sales process to understand customers' needs, business, and definitions of success.
- Identify opportunities for new services by understanding potential new business use cases and articulating the business value of upselling or extending services.
- Develop commercial models to address customer budgetary constraints.
- Ensure accountability for meeting or exceeding FDE and Training KPIs.
- Articulate relevant customer success stories, service offerings, and metrics that demonstrate value to customers.
- Consult with clients to understand and analyse engagement scope, requirements, time, cost, and benefits.
- Estimate, scope, and develop statements of work as necessary.
- Drive resolution of delivery challenges, resource contention, and scoping issues while managing expectations.
What we look for
- Data and AI domain knowledge, with experience helping customers realise business value through production implementations.
- Proven experience in senior customer-facing/services sales roles requiring influencing, validating, negotiating, understanding, and execution.
- Excellent customer-facing skills and the ability to build strong relationships at all levels.
- A consistent track record of identifying customer needs and successfully implementing solutions.
- Strong leadership experience, including enforcing project governance and driving delivery excellence.
- Strong service delivery and program management skills.
- Proven experience estimating effort and scope for services.
- Proven experience meeting and achieving KPIs and targets.
- Outstanding communication and customer relationship skills.
- Native-level fluency in English and professional working proficiency in Mandarin or Bahasa.
Benefits
Databricks provides comprehensive benefits and perks that meet the needs of all employees. For specific details on benefits offered in your region, click here.