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Enterprise Account Executive

5 months ago

Melbourne, Australia Databricks Full time

As we continue to increase our presence in the Unified Data Analytics and AI world, we're looking for a creative, motivated and execution oriented Strategic Enterprise Account Executive within Australia to maximize the huge market opportunity that exists for Databricks today. Reporting to the Enterprise Sales Director, as a Strategic Enterprise Account Executive, you will be experienced in selling to large Enterprise level accounts. You will come with an informed point of view on Big Data and Advanced Analytics which will guide your successful sales strategy together with both our teams and partners, allowing you to provide value to our biggest and most valued customers.

**The impact you will have**:

- You will manage a highly complex key account customer
- You will secure new logos in the group
- You will create and execute a focused and targeted logo acquisition strategy.
- Expand Databricks use cases in existing and newly won accounts to maximize impact for customers.
- Establish essential C-Level relationships, including Engineering, Platform, Architecture and Data Science roles, who will in turn be your industry advocates.
- Build value in all engagements to guide successful negotiations.
- Plan, document and drive growth of Databricks usage for your customers.
- Develop a deep and detailed understanding of the customer's business.
- Provide leadership to the customer, important staff and technical teams.
- Identify all important data use cases and buying centers in an opportunity to increase the impact of Databricks in an organization.
- Orchestrate and use Databricks teams, and ecosystem partners to maximize the impact on your sales motions.

**What we look for**:

- 5-10 or more years experience selling multi million dollar complex software deals to the region's most recognisable organizations
- Experience with Telstra is a plus
- 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.
- Experience in sales methodologies and process, e.g. account planning, MEDDPICC and value selling
- Presentation skills to a customer's C-Level, Data, Business, Engineering and Architect roles.
- 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 implementation of expansion plans.
- Understanding of how to develop a clear partner strategy and managing it to success.

**Benefits**
- Private hospital plan and extras coverage
- Life, disability and income protection coverage
- Superannuation
- Equity awards
- Paid parental leave
- Gym reimbursement
- Annual personal development fund
- Work headphones reimbursement
- Business travel insurance

**About Databricks**

Databricks is the lakehouse company. More than 7,000 organizations worldwide — including Comcast, Condé Nast, H&M and over 50% of the Fortune 500 — rely on the Databricks Lakehouse Platform to unify their data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe. Founded by the original creators of Apache Spark, Delta Lake and MLflow, Databricks is on a mission to help data teams solve the world's toughest problems. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.

**Our Commitment to Diversity and Inclusion**

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

**Compliance