About this role
SLSQ127R274
Do you want to help solve the world's toughest problems with Data and AI? This is what we do everyday at Databricks.
Reporting to the Enterprise Sales Leader for Public Sector, you will partner with a team of accomplished data, AI, and industry specialists. Your mission is to drive the adoption of Databricks within public sector enterprise organisations. You will bring an informed and compelling point of view on data and advanced analytics to shape a successful go-to-market strategy and, in close collaboration with internal teams and partners, deliver exceptional value to a small set of large, well-known enterprise customers, with a focused growth across two strategic accounts.
The impact you will have:
Assess your accounts and develop a strategy to identify and engage all buying centres, guiding deals forward to compress decision cycles
Use a solution-based approach to selling and creating value for new logo accounts
Identify and close quick, small wins while managing longer, complex sales cycles
Support the broader Data and AI transformation goals of your customers through a combination of strategic partnerships, well scoped professional services, training and targeted Executive engagement
Build exceptional value with all engagements to guide successful negotiations to close
Orchestrate and work with teams to maximise the impact on your ecosystem
Own the consumption story with your customers, using demand plans to identify the most viable use cases in each account to maximise Databricks’ impact.
Be Customer focused by delivering technical and business results using the Databricks Intelligence Platform
What we look for:
Strong background in growth & new business development, closing experience and quota over-achievement when selling to public sector accounts
Experience of Public Sector procurement frameworks and mechanisms
Sales experience within Cloud software, open source technology, or Data and AI space
Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact and business value of Databricks in an organisation
Methods for co-developing business cases and gaining support from C-level Executives
Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan.
Understanding of consumption based land and expand sales models
Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
We value demonstrated contributions and a consistent track record
Eligibility for SC clearance (existing clearances held would be an advantage)
Responsibilities
- Assess your accounts and develop a strategy to identify and engage all buying centres, guiding deals forward to compress decision cycles
- Use a solution-based approach to selling and creating value for new logo accounts
- Identify and close quick, small wins while managing longer, complex sales cycles
- Support the broader Data and AI transformation goals of your customers through a combination of strategic partnerships, well scoped professional services, training and targeted Executive engagement
- Build exceptional value with all engagements to guide successful negotiations to close
- Orchestrate and work with teams to maximise the impact on your ecosystem
- Own the consumption story with your customers, using demand plans to identify the most viable use cases in each account to maximise Databricks’ impact.
- Be Customer focused by delivering technical and business results using the Databricks Intelligence Platform
- Strong background in growth & new business development, closing experience and quota over-achievement when selling to public sector accounts
- Experience of Public Sector procurement frameworks and mechanisms
Requirements
- Sales experience within Cloud software, open source technology, or Data and AI space
- Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
- Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact and business value of Databricks in an organisation
- Methods for co-developing business cases and gaining support from C-level Executives
- Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan.
- Understanding of consumption based land and expand sales models
- Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
- We value demonstrated contributions and a consistent track record
- Eligibility for SC clearance (existing clearances held would be an advantage)
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.