Enterprise Account Executive - Named Accounts Public Sector

SLSQ127R274

Do you want to help solve the world's toughest problems with Data and AI? This is what we do everyday at Databricks.

Reporting to the Enterprise Sales Leader for Public Sector, you will partner with a team of accomplished data, AI, and industry specialists. Your mission is to drive the adoption of Databricks within public sector enterprise organisations. You will bring an informed and compelling point of view on data and advanced analytics to shape a successful go-to-market strategy and, in close collaboration with internal teams and partners, deliver exceptional value to a small set of large, well-known enterprise customers, with a focused growth across two strategic accounts.

The impact you will have:

• Assess your accounts and develop a strategy to identify and engage all buying centres, guiding deals forward to compress decision cycles


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


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


• Support the broader Data and AI transformation goals of your customers through a combination of strategic partnerships, well scoped professional services, training and targeted Executive engagement


• Build exceptional value with all engagements to guide successful negotiations to close


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


• Own the consumption story with your customers, using demand plans to identify the most viable use cases in each account to maximise Databricks’ impact.


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

What we look for:

• Strong background in growth & new business development, closing experience and quota over-achievement when selling to public sector accounts


• Experience of Public Sector procurement frameworks and mechanisms 


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


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


• Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact and business value of Databricks in an organisation


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


• Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan.


• Understanding of consumption based land and expand sales models


• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting


• We value demonstrated contributions and a consistent track record


• Eligibility for SC clearance (existing clearances held would be an advantage)