Enterprise Hunter Account Executive, 4th Estate

SLSQ427R138

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

As an Account Executive - Enterprise Hunter, your primary mission will be to identify, acquire, and grow new business opportunities across components of the 4th Estate. This role is focused on securing new logos and driving revenue growth. You are a proactive "hunter" who thrives on building relationships, navigating complex sales cycles, and closing high-value deals. You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships. You will report to the Sr Director, Sales DOD.

The impact you will have:

• Secure new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships.


• Develop and execute a focused strategy for identifying and winning high-potential accounts in untapped markets.


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


• Plan, document, and drive the growth of Databricks usage in newly won accounts to maximize customer impact.


• Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.


• Use a solution-based approach to selling and creating value for 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 your impact on your sales motions.

What we look for:

• 5+ years of experience selling complex software deals to the region's recognizable organizations within the DOD/DOW space, specifically 4th Estate,


• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.


• Background in selling usage-based PaaS/ SaaS solutions, or other Data/ AI/ML technologies.


• Experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.


• 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 the implementation of the expansion plan.


• Understanding of how to develop a clear partner strategy and manage it successfully.