Enterprise Account Manager

3 weeks ago

Melbourne, Victoria, Australia Databricks Full time

This is a senior sales role with one of the leading companies in AU, Databricks, which is continuing to grow rapidly. As an Enterprise Account Manager, you will be pivotal in driving the company's growth by acquiring new customers and expanding into new territories. Your primary focus will be on converting prospects into customers and driving the initial consumption of Databricks' services. You will report to the 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.

If you're a motivated sales professional looking for a new challenge, we encourage you to apply for this role. We're committed to creating a diverse and inclusive workplace, and we welcome applications from all qualified candidates.

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