Job Description

You will secure new logos with named strategic accounts in the Enterprise Segment You will create a focussed and targeted logo acquisition strategy. Expand Databricks use cases in existing and newly won accounts to maximise impact for customers. 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. You will plan, document, and drive the growth of Databricks usage for your customers. You will develop a deep and detailed understanding of the customers business. Provide leadership to the customer, important staff, and technical teams. Identify all important data use cases and buying centres in an opportunity, to increase the impact of Databricks in an organisation. Orchestrate and use Databricks teams and ecosystem partners to maximise your impact on your sales motions. What we look for: 7 years experience selling multi-million dollar complex software deals to the regions most recognisable organisations within the Enterprise segment. Selling experience to the Enterprise segments. Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem Background of selling usage-based SaaS solutions, or other Data/ AI/ML technologies. 5 years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message. 5 years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use. Build customer champions and collaborative teams to support the implementation of the expansion plan. Understanding of how to develop a clear partner strategy and manage it to success.

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