Enterprise Account Executive - Consumer And Distribution

Databricks Inc.; England; On-site; GBP 90,000 - 140,000; Full time

Job summary

Databricks is seeking an Enterprise Account Executive to expand its presence with top consumer and distribution companies in the UK and Ireland. You will drive adoption of Databricks, articulate business value, and navigate complex enterprise sales cycles with cross-functional teams.

In this role, you will identify buying centers, develop strategic account plans, and co-sell with ecosystem partners, while maintaining momentum through MEDDPICC and value-based selling methodologies.

Qualifications

• Proven track record exceeding sales quotas.
• Experience selling cloud data and AI software.
• Familiar with MEDDPICC, ICP, and value selling.

Responsibilities

• Drive adoption of Databricks to unlock value streams and expand enterprise accounts.
• Advance conversations to value delivery using a defined playbook.
• Collaborate with cross-functional teams to grow existing accounts across the UK & Ireland territory.
• Identify and map whitespace opportunities and use cases to maximise Databricks' impact.
• Forecast and track customer deals and timelines in Salesforce and supporting tools.

Skills

Closing experience

Enterprise sales

Cloud data & AI software

Pipeline development

Sales methodologies

C-level engagement

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Job description

SLSQ328R126

Do 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 verticals
• Assess your accounts and develop a strategy to identify and engage all buying centers
• Use 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 cycle
• Identify and secure tech wins to grow consumption while managing longer, complex sales cycles
• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce and supporting softwares
• Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks' impact
• Orchestrate and work with internal and external partner teams to maximise the impact on your ecosystem
• Build value with all engagements to promote successful negotiations to close point
• Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform

What we look for:

• Strong closing experience and evidence of exceeding sales quotas
• Sales experience within cloud data and AI software, ideally linked to open source technology
• Track record of driving consistent high activity to generate, develop & accelerate pipeline
• Familiarity 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 organisation
• Experience 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 Executives
• Bachelor's Degree or equivalent experience preferred