Startup Account Executive

Databricks Inc.; Milano; In loco; EUR 40.000 - 70.000; Tempo pieno

Descrizione del lavoro

A leading company in the data and AI space, Databricks, is seeking a Startup Account Executive in Milan. This role involves leveraging proven sales techniques to drive customer engagement and close new business while collaborating with cross-functional teams. Ideal candidates have a strong background in cloud software sales, fluency in Italian, and a passion for solving business challenges.

Competenze

• 2+ years of experience in a direct software sales role.
• Experience with consumption-based sales.
• Methods for co-developing business cases.

Mansioni

• Develop strategy to engage buying centers in accounts.
• Use a solution-based approach to create value for new logo accounts.
• Orchestrate teams to maximize impact on ecosystem.

Conoscenze

Sales experience in Cloud software

Strong closing experience

Ability to navigate fast-growing organizations

Fluent Italian

Business English

Formazione

Bachelor's Degree

Descrizione del lavoro

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

Reporting to the Director of Sales, as a Startup Account Executive at Databricks, you come with relevant experience selling to Enterprise or Commercial / Mid-Market accounts. As a successful candidate, you are a self-starter who understands the consumption sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. 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 close new business and grow existing accounts.

The impact you will have :

• 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 new logo 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 close quick wins while managing longer, complex sales cycles.
• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce.
• Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximize Databricks' impact.
• Orchestrate and work with teams to maximize the impact on your ecosystem.
• Build value with all engagements to promote successful negotiations to close points.
• Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform.

What we look for :

• 2+ years of experience with relevant software sales in a direct sales role.
• Experience in working in a consumption-based sales motion.
• Strong closing experience and evidence of exceeding sales quota.
• Ability to navigate and be successful in a fast-growing organization.
• Sales experience within Cloud software, open source technology, or ideally Data and AI space.
• Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure, and Google Cloud teams in the Italian market.
• Methods for co-developing business cases and gaining support from C-level Executives.
• Familiarity with sales methodologies and processes (e.g., Territory and Account planning, MEDDPICC, and value / discovery selling).
• Simply articulate intricate cloud technologies.
• Bachelor's Degree or equivalent experience preferred.
• Fluent Italian and business English is required.

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics, and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark, Delta Lake, and MLflow. To learn more, follow Databricks on Twitter, LinkedIn, and Facebook.

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, please visit mybenefitsnow.com / databricks.

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.

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.

J-18808-Ljbffr