Databricks
Enterprise Account Executive
To accelerate innovation for its customers by unifying Data Science, Engineering and Business
Sales and customer success
Full-time
Office | Melbourne, VIC, Australia
Visa sponsorship · No
Senior · A role for someone with advanced knowledge and skills. May involve mentoring, leading others or specialisation. Typically at least 5 years of experience.
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Why Databricks
Today, more than 7,000 organizations worldwide — including ABN AMRO, Condé Nast, H&M Group, Regeneron and Shell — rely on Databricks to enable massive-scale data engineering, collaborative data science, full-lifecycle machine learning and business analytics.
Headquartered in San Francisco, with offices around the world and hundreds of global partners, including Microsoft, Amazon, Tableau, Informatica, Cap Gemini and Booz Allen Hamilton, Databricks is on a mission to simplify and democratize data and AI, helping data teams solve the world’s toughest problems.
About the role
Databricks is looking for an Enterprise Account Executive to join us in Melbourne, Australia. This role is designed as a Hunter role. As a Hunter at Databricks you are pivotal in driving the company's growth by acquiring new customers and expanding into new territories. You will focus on converting prospects into customers and driving the initial consumption of Databricks' services. You will report to Director, Enterprise. The Impact You Will Have:
- Activating New Databricks Customers: Get customers to their first First dollar, or Databricks Unit as we like to call it, and accelerate Pay-as-you-go customers past their initial use-cases.
- Driving Consumption: Help customers derive value from the platform by identifying key use cases and increasing usage.
- Securing Strategic Committed Deals: Identify, structure and close opportunities to co-invest in high-priority initiatives to accelerate and de-risk projects delivery
Key Responsibilities:
- Prospecting and Lead Generation: Use various strategies and resources, such as intent signals, territory planning, and leveraging customer stories, to effectively prospect and target leads.
- Prospect Engagement: Leverage BDRs, Marketing and Network to build relationships with key prospects in territory to displace incumbent technologies.
- Sales Execution: Conduct first meetings with compelling POVs to create urgency for change. Create territory and account plans to prioritise pursuits. Engage in activities such as roundtables, bootcamps and industry events to build relationships and progress pipeline.
- Pipeline Management: Maintain an accurate and updated Salesforce (SF) pipeline, create proof of concepts (POCs), and manage the sales cycle from initial contact to closing the deal.
- Collaboration: Engage with architects, professional services engagement managers coordinate demand planning sessions, and align with executive sponsors to ensure a comprehensive approach to customer success.
What We Look For:
- Characteristics:
- Takes initiative, is proactive and drives.
- Unwavering Prioritisation & Grit.
- Detail oriented.
- Creative
- Coachability
- Open to Change and uncertainty
- Experience: Proven track record in sales, particularly in acquiring new customers and expanding into new territories. Demonstrable experience in selling innovation, ideally in Big Data, Cloud, or SaaS technology in a consumption first world.
- Skills: Strong prospecting, lead generation, and customer engagement skills. Ability to drive consumption and secure first-time commits.
- Collaboration: Ability to work effectively with cross-functional teams, including GDRs and Customer Success teams.
- Technical Acumen: Understanding of Databricks' platform and the ability to communicate its value to customers.
What you'll be responsible for
- ↗️
Outbound Prospecting
Generate new sales opportunities and move them through the funnel by drafting outreach messages and sequences, and identifying the needs of customers
- 💼
Sales Pipeline Management
Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities
- 🔋
Sales Team Enablement
Identify opportunities to enhance processes and resources that enable team performance and time spent with prospects or customers
Skills you'll need
- 📊
Results orientation
Focuses on outcomes and the steps it takes to achieve them
- 💭
Critical thinking
Identifies and synthesizes patterns and trends amongst various sources of information to reach a meaningful conclusion, perspective or insight
- 💡
Problem solving
Identifies problems and develops logical solutions that address the problems
Meet the team
We are particularly proud of our team for driving engagement with our customers. It’s one thing when customers start using our platform, it’s a much bigger project to drive digital transformation across the organization. Most of our customers are born in the cloud but many of them are still struggling to unify their analytics across their data teams, which live across siloed teams and infrastructure. Once we have the trusted advisor relationship, we can really jump in and help them identify areas that streamline their workflow and help the broader organization be more successful. We work very closely with our Solution Architecture team in the pre-sales process as they are the experts and key to us demonstrating our value to prospective customers. Being closely aligned with them on our strategy is so instrumental. We also work very closely with post sales and our entire Customer Success organization who ensure our customers know how committed we are to their success and delivering on their mission. We could not do our jobs without either of these teams.