About this role
SLSQ227R283
Do you want to help solve the world's toughest problems with data and AI? This is what we do every day at Databricks.
This role presents a unique opportunity to expand Databricks’ presence within a set list of customers across top consumer and distribution companies in the UK and Ireland.
Reporting to the Enterprise Sales Director, the Enterprise Account Executive is an experienced sales professional focused on driving adoption of Databricks to unlock new value streams and expand Enterprise accounts. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology and playbook. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to grow existing accounts across a diverse territory.
The impact you will have:
The opportunity to work with cross-functional teams to build out Databricks solutions for customers within consumer and distribution industry verticals
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 enterprise growth accounts
Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle
Identify and secure tech wins to grow consumption while managing longer, complex sales cycles
Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce and supporting softwares
Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks’ impact
Orchestrate and work with internal and external partner teams to maximise the impact on your ecosystem
Build value with all engagements to promote successful negotiations to close point
Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform
What we look for:
Strong closing experience and evidence of exceeding sales quotas
Sales experience within cloud data and AI software, ideally linked to open source technology
Track record of driving consistent high activity to generate, develop & accelerate pipeline
Familiarity with sales methodologies and playbooks (e.g. ICP, territory and account tiering, MEDDPICC, Powerbase and value selling)
Ability to navigate and be successful in a fast-growing organisation
Experience driving successful adoption of usage-based consumption services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
Methods for co-developing business cases and gaining support from C-level Executives
Bachelor's Degree or equivalent experience preferred
Responsibilities
- The opportunity to work with cross-functional teams to build out Databricks solutions for customers within consumer and distribution industry verticals
- 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 enterprise growth accounts
- Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle
- Identify and secure tech wins to grow consumption while managing longer, complex sales cycles
- Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce and supporting softwares
- Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks’ impact
- Orchestrate and work with internal and external partner teams to maximise the impact on your ecosystem
- Build value with all engagements to promote successful negotiations to close point
Requirements
- Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform
- Strong closing experience and evidence of exceeding sales quotas
- Sales experience within cloud data and AI software, ideally linked to open source technology
- Track record of driving consistent high activity to generate, develop & accelerate pipeline
- Familiarity with sales methodologies and playbooks (e.g. ICP, territory and account tiering, MEDDPICC, Powerbase and value selling)
- Ability to navigate and be successful in a fast-growing organisation
- Experience driving successful adoption of usage-based consumption services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
- Methods for co-developing business cases and gaining support from C-level Executives
- Bachelor's Degree or equivalent experience preferred
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.