Enterprise Sales Director, Utilities & Telco

About the role

You will lead a team of Enterprise Named and Strategic Account Executives in the UKI region, driving quota achievement and expanding Databricks consumption across Telco and Utilities sectors. You will own the end-to-end sales strategy, coaching your team to develop technically informed behaviors that deliver measurable customer value. You will establish territory plans, individual quotas, and investment capacity requirements to support sustainable growth. You will partner with cross-functional leaders to manage a complete revenue and customer success process, ensuring alignment from insight to implementation. You will inspire a culture of teamwork grounded in value-based selling and a Challenger mentality, using MEDDPIC to structure every opportunity. You will develop trust-based relationships with key customers and partners to secure long-term strategic commitments. You will deepen your understanding of Databricks product details and future roadmap to advise C-suite stakeholders confidently. Within your first 90 days, you will establish a clear revenue growth and investment plan to accelerate team performance.

Key facts

What you'll do

Lead a team of account executives serving Telco and Utilities customers in the UKI region, ensuring consistent coaching on sales methodologies and strategic account planning.

Establish and manage company territory plans, team structure, individual quotas, and patch allocations, including assessment of investment capacity requirements.

Report on revenue forecasts, pipeline health, and strategic go-to-market programs, using data to drive decision-making and forecast accuracy.

Partner with marketing, product, and customer success teams to manage a complete revenue and customer success process across the customer lifecycle.

Inspire a culture of teamwork and accountability, emphasizing value-based selling and achieving desired customer outcomes through collaborative execution.

Develop and maintain trust-based relationships with strategic customers and partners to ensure long-term success and platform adoption.

Encourage continuous learning and deepen understanding of Databricks technical product details and the future product roadmap.

Establish a revenue growth and investment plan within the first 90 days, aligning team activities with strategic priorities.

Deliver Databricks strategic growth plans in collaboration with other EMEA function leaders, ensuring forecast accuracy and predictable performance.

Own the end-to-end sales process, from initial engagement through expansion and renewal, leveraging MEDDPIC and Challenger selling techniques.

Work closely with customer success managers to align on adoption metrics, health scores, and expansion opportunities.

Identify and engage executive sponsors within Telco and Utilities organizations to build momentum for data and AI transformation initiatives.

Leverage competitive insights to position Databricks as the leading data and AI platform for regulated and high-scale environments.

Collaborate with solutions engineering and technical pre-sales to build compelling business cases and return-on-investment narratives.

Requirements

You possess experience as a high-growth enterprise software sales leader managing Named and Strategic accounts in the UKI within the Data, AI, Cloud, or SaaS Sales Industry.

You have direct experience in the Telco or Utilities vertical, understanding the unique procurement and stakeholder dynamics of these markets.

You have a history of consistently exceeding sales quotas in fast-growing technology companies with complex enterprise deals.

You demonstrate the ability to engage with and hire top sales talent, building diverse and high-performing teams in competitive markets.

You focus on methodology-based sales coaching, applying MEDDPIC principles and a Challenger mentality to uncover customer pain and influence outcomes.

You bring experience in value-based sales conversations with both business and IT stakeholders, including C-suite executives.

You have held leadership roles managing sales organizations, influencing development, and achieving objectives within Data, AI, Cloud, or SaaS environments.

You maintain an extended executive relationship network with key Telco and Utilities customers across the UKI region.

You apply knowledge of the partner ecosystem to grow Enterprise strategic territories and maximize joint value with alliances and resellers.

You have successfully implemented strategies for consumption-based and commitment-based sales revenue models in enterprise settings.