Strategic Core Account Executive

20 hours ago

Melbourne Australia Western Australia Australia Databricks Full time $120,000 - $180,000 per year

SLSQ426R364

As a Strategic Enterprise Account Executive - Western Australia, your mission will be to grow one of our strategic global accounts in Databricks. You will be dedicated to managing a single, high-value key customer, a leading conglomerate in the territory. Experience selling to this sector is essential, as is experience of running large, complex multi-national accounts. You love understanding a product in-depth and are passionate about communicating its value to customers and partners. Always prospecting for new opportunities, you will close new accounts while growing our business in existing accounts. You will report to the Strategic Sales Director, based in Singapore. 

The impact you will have:

  • You will secure and grow new logos within the strategic account.
  • 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, serve as 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 customer's business.
  • Provide leadership to customers, key staff, and technical teams.
  • Identify all key data use cases and buying centers to increase the impact of Databricks within an organization.
  • Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

What we look for:

  • 7+ years of experience selling complex software deals to the region's most recognizable organizations within the large Enterprise segment.
  • Experience managing global accounts, virtual teams, and leading complex, federated sales campaigns.
  • 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 co-selling and scaling your business with Cloud Vendors (AWS, Azure and Google Cloud teams) and Global Solution Integrators (GSI)
  • 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
  • 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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