Digital Native Account Executive, Thailand

SLSQ427R903

Do you want to help solve the world's toughest problems with data and AI? At Databricks, we do this every day.

As a Digital Native Account Executive at Databricks, you come with relevant experience selling to Digital Native accounts.  As a successful candidate, you are a self-starter who understands the sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to close new business and grow existing accounts in Thailand market. 

You will report to the Sr. Manager, Emerging Enterprise & DNB

The impact you will have:

• Assess your accounts and develop a strategy to identify and engage all buying centers


• Use a solution-based approach to selling and creating value for new logo accounts 


• Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle


• Identify and close quick wins while managing longer, complex sales cycles


• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce


• Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact


• Orchestrate and work with teams to maximise the impact on your ecosystem


• Build value with all engagements to promote successful negotiations to close point


• Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform

What we look for:

• 5+ years of Digital Native Sales experience exceeding quotas, covering Thailand accounts or territory


• Experience in working in a consumption-based sales motion


• Strong closing experience and evidence of exceeding sales quota 


• Ability to navigate and be successful in a fast-growing organization


• Sales experience within Cloud software, open source technology, or ideally Data and AI space


• Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams 


• Methods for co-developing business cases and gaining support from C-level Executives


• Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)


• Simply articulate intricate cloud technologies


• Bachelor's Degree or equivalent experience preferred


• Proficiency in Thai language is required as this role serves clients based in Thailand and involves direct customer communications in native Thai language