Geo Core Account Executive

Databricks; Western Australia; On-site; AUD 110,000 - 180,000; Full time

Job summary

Databricks in Perth, WA is seeking an Account Executive for Enterprise Sales to expand our footprint with existing customers and convert prospects into customers.

You will drive a SaaS sales process, articulate Databricks' value, and collaborate with cross-functional teams to accelerate deals and de-risk projects in the WA market.

Responsibilities include generating demand, managing the SF pipeline, and delivering compelling POVs to close strategic deals.

Qualifications

• Proven track record in sales.
• Experience selling innovation in Big Data, Cloud, or SaaS.
• Strong prospecting, lead generation, and customer engagement skills.
• Ability to drive consumption and secure first-time commits.
• Collaborative across cross-functional teams including GDRs and Customer Success.
• Deep understanding of Databricks platform and value communication.

Responsibilities

• Drive consumption and help customers derive value from the platform.
• Identify, structure and close opportunities to accelerate projects.
• Prospect and generate leads to target new accounts.
• Build relationships with key prospects to displace incumbents.
• Conduct first meetings with compelling POVs to create urgency for change.
• Maintain Salesforce pipeline and manage the sales cycle from contact to closing.
• Collaborate with architects, services engagement managers, and executives to ensure customer success.

Skills

Prospecting

Lead generation

Customer engagement

Sales

Cross-functional collaboration

Technical acumen

Databricks knowledge

Job description

Job Description

SLSQ327R9

Databricks Enterprise Sales team is looking for an Account Executive to join us in Perth, WA. This is a newly created role to double down on the opportunity identified in the WA market.

As a Core rep at Databricks, you are pivotal in driving the company's growth by expanding our footprint with existing customers. You will focus on converting prospects into customers and driving the consumption of Databricks' services. You will report to the Director of Enterprise Sales.

As an Account Executive, you will have a strong command of the SaaS sales process. You know how to present innovation and change through customer vision expansion and can guide opportunities forward to compress decision cycles. You love understanding a product in-depth and are passionate about communicating its value to customers and partners, and importantly, the business value that technology can unlock. Always prospecting for new opportunities, you will engage new accounts whilst continuing to increase value within existing accounts.

The Impact You Will Have:

• Driving Consumption: Help customers derive value from the platform by identifying key use cases and increasing usage.
• Securing Strategic Committed Deals: Identify, structure and close opportunities to co-invest in high-priority initiatives to accelerate and de-risk projects delivery
• Prospecting and Lead Generation: Use various strategies and resources, such as intent signals, account planning, and leveraging customer stories, to effectively prospect and target leads.
• Prospect Engagement: Leverage BDRs, Marketing and Network to build relationships with key prospects in territory to displace incumbent technologies.
• Sales Execution: Conduct first meetings with compelling POVs to create urgency for change. Create territory and account plans to prioritise pursuits. Engage in activities such as roundtables, bootcamps and industry events to build relationships and progress pipeline.
• Pipeline Management: Maintain an accurate and updated Salesforce (SF) pipeline, create proof of concepts (POCs), and manage the sales cycle from initial contact to closing the deal.
• Collaboration: Engage with architects, professional services engagement managers coordinate demand planning sessions, and align with executive sponsors to ensure a comprehensive approach to customer success.

What We Look For:

• Characteristics:
  • Takes initiative, is proactive and drives.
  • Unwavering Prioritisation & Grit.
  • Detail-oriented.
  • Creative
  • Coachability
  • Open to Change and uncertainty
• Experience: Proven track record in sales. Demonstrable experience in selling innovation, ideally in Big Data, Cloud, or SaaS technology in a consumption-first world.
• Skills: Strong prospecting, lead generation, and customer engagement skills. Ability to drive consumption and secure first-time commits.
• Collaboration: Ability to work effectively with cross-functional teams, including GDRs and Customer Success teams.
• Technical Acumen: Understanding of Databricks' platform and the ability to communicate its value to customers.