Strategic Account Executive

databricks; Melbourne; Sur place; AUD 120 000 - 180 000; Plein temps

Résumé du poste

Databricks is seeking an Enterprise Account Executive in Melbourne to drive growth by expanding our footprint with strategic customers, focusing on converting prospects into customers and accelerating initial consumption of the Databricks platform. You will report to the Director of Enterprise Sales.

You will lead pipeline management, engage cross-functional teams, and coordinate with architects, services, and executives to drive customer success.

Qualifications

• Proven track record in sales, ideally with Digital Native/Retail accounts.
• Experience selling innovation in Data Platforms, AI/ML, Big Data, or Cloud technology in a consumption-first world.
• Strong prospecting, lead generation, and customer engagement skills.
• Ability to drive consumption and secure first-time commits.
• Ability to work with cross-functional teams including GDRs and Customer Success.

Responsabilités

• 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 to effectively prospect and target leads.
• Prospect Engagement: Build relationships with key prospects in territory to displace incumbent technologies.
• Sales Execution: Create territory and account plans to prioritise pursuits and engage in activities to progress pipeline.
• Pipeline Management: Maintain an accurate Salesforce pipeline, create POCs, and manage the sales cycle from initial contact to closing.
• Collaboration: Engage with architects, professional services engagement managers and executive sponsors to ensure a comprehensive approach to customer success.

Connaissances

Prospecting

Lead generation

Customer engagement

Cross-functional collaboration

Technical acumen

Travel up to 50%

Description du poste

Strategic Account Executive

Melbourne, Australia

SLSQ328R137

Databricks is looking for an Enterprise Account Executive to join us in Melbourne, Australia. This role is designed as a Core role. As a Core rep at Databricks, you are pivotal in driving the company's growth by expanding our footprint with existing strategic customers. You will focus on converting prospects into customers and driving the initial consumption of Databricks' services. You will report to the Director of Enterprise Sales.

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, ideally with Digital Native/Retail accounts. Demonstrable experience in selling innovation, ideally in Data Platforms, AI/ML, Big Data, or Cloud 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.
• Flexibility to travel up to 50% of the time

About Databricks

Databricks 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 , Instagram .

Benefits At 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 Inclusion At 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.

Compliance If 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.