Enterprise Account Executive - Consumer and Distribution

SLSQ328R126Do you want to help solve the world's toughest problems with data and AI? This is what we do every day at Databricks.This role presents a unique opportunity to expand Databricks’ presence within a set list of customers across top consumer and distribution companies in the UK and Ireland.Reporting to the Enterprise Sales Leader, the Enterprise Account Executive is an experienced sales professional focused on driving adoption of Databricks to unlock new value streams and expand Enterprise accounts. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology and playbook.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 grow existing accounts across a diverse territory.The impact you will have:The opportunity to work with cross-functional teams to build out Databricks solutions for customers within consumer and distribution industry verticalsAssess your accounts and develop a strategy to identify and engage all buying centersUse a solution-based approach to selling and creating value for enterprise growth 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 cycleIdentify and secure tech wins to grow consumption while managing longer, complex sales cyclesTrack all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce and supporting softwaresMap the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks’ impactOrchestrate and work with internal and external partner teams to maximise the impact on your ecosystemBuild value with all engagements to promote successful negotiations to close pointBe customer-focused by delivering technical and business results using the Databricks Intelligence PlatformWhat we look for:Strong closing experience and evidence of exceeding sales quotasSales experience within cloud data and AI software, ideally linked to open source technologyTrack record of driving consistent high activity to generate, develop & accelerate pipelineFamiliarity with sales methodologies and playbooks (e.g. ICP, territory and account tiering, MEDDPICC, Powerbase and value selling)Ability to navigate and be successful in a fast-growing organisationExperience driving successful adoption of usage-based consumption services (SaaS) and co-selling with AWS, Azure and Google Cloud teams Methods for co-developing business cases and gaining support from C-level ExecutivesBachelor's Degree or equivalent experience preferredAbout DatabricksDatabricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.BenefitsAt Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.Our Commitment to Diversity and InclusionAt Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.ComplianceIf access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.