Enterprise Hunter Account Executive, FSI/ DIB

SLSQ427R163

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 Federal System Integrators and the Defense Industrial Base (FSI/ DIB). 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 Director, Sales Federal Civilian.

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 Federal System Integrator/ Defense Industrial Base.


• Active TS/SCI is a plus.


• 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.