Enterprise Hunter Account Executive, Federal Civilian

1 month ago
Full-time
Senior
Sales and Business Development
Databricks

Databricks

Databricks is the pioneering data intelligence platform, empowering organizations worldwide to solve complex data challenges with AI-driven analytics solutions.

IT Services
1K-5K
Founded 2013
$4450M raised

Description

  • Secure new Enterprise accounts across multiple customers to create long-term partnerships.
  • Develop and execute a targeted strategy to identify and win high-potential accounts in untapped markets.
  • Identify and close quick wins while managing longer, complex sales cycles for high-value deals.
  • Plan, document, and drive growth of Databricks usage in newly won accounts to maximize customer impact.
  • Establish and nurture C-level and senior technical relationships (Engineering, Platform, Architecture, Data Science) to build industry advocates.
  • Apply a solution-based, value-selling approach to create and demonstrate customer value.
  • Develop a deep, detailed understanding of each customer's business and data use cases.
  • Provide leadership and coordinate customers, internal technical teams, and important stakeholders during sales and implementation phases.
  • Identify all relevant data use cases and buying centers within opportunities to increase Databricks impact.
  • Orchestrate Databricks teams and ecosystem partners to maximize impact on sales motions and account expansion.

Requirements

  • 5+ years selling multi-million dollar, complex software deals within the Federal Civilian space.
  • Experience hunting in greenfield accounts while also consulting with existing accounts to drive expansion (5+ years).
  • Background in selling usage-based PaaS/SaaS solutions or other Data/AI/ML technologies.
  • 5+ years of experience with sales methodologies and processes (examples: account planning, MEDDPICC, value selling, Command of the Message).
  • Knowledge of segment priorities, buying processes, buying cycles, decision-making processes, and the Federal Civilian ecosystem.
  • Proven ability to build customer champions and collaborative teams to support expansion and implementation.
  • Experience developing and executing partner strategies and managing partner relationships successfully.
  • Demonstrated ability to navigate complex sales cycles and establish relationships with senior executives and technical decision-makers.

Benefits

  • Zone 2 pay range (on-target earnings for this role): $245,200 — $337,150 USD.
  • Total compensation may include eligibility for an annual performance bonus and equity.
  • Comprehensive benefits and perks (region-specific details available at https://www.mybenefitsnow.com/databricks).
  • Databricks states a commitment to fair and equitable compensation practices.

Interested in this position?

Apply directly on the company website

Apply Now

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