Strategic Account Executive - Banking

Xapply; Greater London; Hybrid; GBP 90,000 - 180,000; Full time

Job summary

Databricks is seeking a Strategic Enterprise Account Executive to lead strategic engagements in the Banking sector leveraging the Data & AI platform. You will own executive relationships, co-develop business plans with partners, and drive adoption of usage-based SaaS offerings while guiding cross-functional teams to successful deals.

You will collaborate with customers, partners, and Databricks teams to identify high-value use cases, articulate ROI, and close multi-year bookings while exceeding

Qualifications

• Experience in direct sales of enterprise software platforms to large enterprises.
• Executive-level relationships with clients.
• Proven track record of developing new business.
• Experience with large, regulated organisations.
• Knowledge of the Data & AI space with technology sales.
• Quota over-achievement with complex enterprise deals.

Responsibilities

• Provide industry insight to design unique use cases and solutions for Databricks in Banking.
• Co-develop a business plan with teams and ecosystem partners to accelerate success.
• Lead a diverse team of data/AI professionals to execute the plan.
• Identify high-impact use cases and prove value of the Databricks platform.
• Support broader transformation goals through partnerships, services, and executive engagement.
• Drive negotiations to close deals and build exceptional value in engagements.

Skills

Enterprise software sales

Executive relationships

New business development

Data & AI know-how

SaaS/usage-based sales

Cloud partner co-sell

Job description

SLSQ427R686

Want to help solve the world's toughest problems with big data and AI? This is what we do every day at Databricks.

As an Strategic Enterprise Account Executive, you will come with an informed and compelling point of view on the Big Data, Advanced Analytics, and AI space which will guide your successful strategy and together with both our teams and partners, allow you to provide exceptional value to our customers within the Banking sector.

The impact you will have:

• You will provide the industry insight and business creativity required to design and develop unique use cases and solutions that differentiate Databricks within the Banking segment.
• You will co-develop a business plan, with your team and ecosystem partners, that accelerates existing customer success, identifies and acquires new opportunity and enables you to exceed quarterly/annual usage and booking goals
• You will motivate a diverse team of big data and AI professionals to implement your business plan
• You will lead your team, customers, and partners to identify impactful big data and AI use cases whilst proving their value on the Databricks Data Intelligence Platform
• You will support the broader big data and AI transformation goals of your customers through a combination of strategic partnerships, well-scoped professional services, training, and targeted Executive engagement
• You will build exceptional value with all engagements to guide successful negotiations to close

What we look for:

• Experience in direct sales of enterprise software platforms to large enterprises
• Ownership of executive level relationships in your clients
• Proven track record of developing new business
• Extensive experience of working with large complex regulated organisations
• Knowledge of the Data & AI space with technology sales experience
• Longevity with previous employers
• Quota over-achievement and significant growth when selling complex software and services to Enterprise accounts
• Experience driving successful adoption of usage-based subscription 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
• Familiarity with sales methodologies and process (e.g Territory and Account planning, MEDDPICC, Challenger Sales and Command of the Message)
• Experience developing partnerships with "champions" and client teams to support execution of your territory plan
• Experience developing a clear partner strategy and implement it to achieve success
• Understanding of consumption-based, land and expand sales models advantageous
• Understanding of how to identify important uses cases and buying centres to increase the impact of Databricks for clients

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, and 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.