Enterprise Account Executive, Local Government & Education

August 13

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Databricks

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Databricks is the lakehouse company$1. .$1

Apache Spark • Apache Spark Training • Cloud Computing • Big Data • Data Science

1001 - 5000

💰 $1.6G Series H on 2021-08

Description

• 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 big 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 maximize 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 maximize Databricks impact. • Be Customer focused by delivering technical and business results using the Databricks Intelligence Platform

Requirements

• Strong background in new business development, closing experience and quota over-achievement when selling to public sector accounts • Experience of Public Sector procurement frameworks and mechanisms is beneficial • 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 • Longevity with previous employers • Eligibility for SC clearance

Benefits

• Private medical, dental and cash refunds for health expenses • Life, disability and critical illness coverage • Group personal pension with company contribution • Equity awards • Paid parental leave • Gym reimbursement • Annual personal development fund • Work headphones reimbursement • Business travel accident insurance