Enterprise Account Executive

About the role

You will secure new logos with strategic accounts in the Manufacturing vertical. You will create a focused and targeted logo acquisition strategy to drive growth in this specific domain. You will expand Databricks use cases in existing and newly won accounts to maximize impact for customers and uncover hidden value. 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 and remove roadblocks efficiently. You will plan, document, and drive the growth of Databricks usage for your customers through structured planning. You will develop a deep and detailed understanding of the customer's business to align solutions with their strategic goals. You will provide leadership to the customer, important staff, and technical teams to ensure adoption and success.

Key facts

What you'll do

Orchestrate and utilize Databricks teams and ecosystem partners to maximize your impact on sales motions and overall outcomes. Identify all important data use cases and buying centers within an opportunity to increase the impact of Databricks in an organization holistically. Develop a profound understanding of the customer's business model, drivers, and strategic priorities to tailor your approach. Guide deals forward within the Manufacturing vertical domain to compress decision cycles and accelerate momentum. Communicate the value of Databricks products and partnerships clearly to customers and partners to build consensus and support. Prospect continuously for new opportunities while managing and growing accounts to expand footprint across the organization. Close new accounts in the Manufacturing space by navigating complex enterprise sales cycles effectively. Plan, document, and execute on initiatives that drive sustained growth of Databricks usage across assigned accounts. Provide expert leadership to customer stakeholders, including key staff and technical teams, throughout the engagement. Establish and nurture relationships with C-Level leaders in Engineering, Platform, Architecture, and Data Science to foster long-term advocacy.

Requirements

You must possess 5+ years of experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment. You must have selling experience directed toward Enterprise Manufacturing customers in Japan to understand their unique needs. You must demonstrate knowledge of segment priorities, buying processes, buying cycles, decision-making processes, and the broader ecosystem influencing purchases. You must have a background in selling usage-based SaaS solutions, or other Data and AI/ML technologies relevant to modern data platforms. You must bring 5+ years of experience in sales methodologies and processes, such as account planning, MEDDPICC, value selling, and Command of the Message. You must have 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand usage and discover new opportunities. You must build and lead customer champions and collaborative teams to support the implementation of the expansion plan effectively. You must understand how to develop a clear partner strategy and manage it to success across multiple stakeholders. You must be able to operate independently with strong ownership and drive results in a fast-paced, matrixed environment. You must communicate effectively in English, both written and verbal, to articulate complex concepts to diverse audiences. You must be willing to travel regionally as required to meet customers and partners face-to-face.

Practical notes

The engagement details require clarification by reviewing the source information directly as specifics were not provided in the available text. Compensation details were not specified in the source material, so no figures are listed here. Travel requirements indicate regional travel may be necessary as part of the role. The candidate must be capable of operating within a dynamic sales environment with frequent cross-functional collaboration. No specific hours or visa details were outlined in the provided source, but the role is expected to require adaptability to regional business practices. Deadlines for application or hiring cycles were not mentioned in the source documentation.