Enterprise Account Executive - Telecommunications

Databricks; United States; On-site; USD 180,000 - 320,000; Full time

Job summary

Databricks is seeking an Enterprise Account Executive to grow focus telecommunications accounts in the United States. You will drive multi-million dollar deals, build executive relationships, and guide complex sales cycles with in-depth product and value storytelling.

You will partner with engineering, product, and data science teams to expand usage across existing and new logos. You will own strategic territory planning, deploy a rigorous MEDDPICC approach, and orchestrate Databricks teams and

Qualifications

• 10+ years of selling multi-million dollar software deals to Enterprise customers.
• Experience selling to Enterprise Telecommunications clients in Japan.
• Understanding of priorities, buying processes, and decision-making cycles.
• Background in usage-based SaaS or Data/AI/ML technologies.
• 5+ years in sales methodologies and processes (MEDDPICC, value selling, Command of the Message).
• Ability to build customer champions and cross-functional teams to support expansion.

Responsibilities

• Secure new logos with strategic Telecom accounts.
• Create a focused logo acquisition strategy.
• Expand Databricks use cases in existing and new accounts to maximize impact.
• Establish C-Level relationships (Engineering, Platform, Architecture, Data Science).
• Build value in engagements to guide negotiations.
• Plan and drive growth of Databricks usage for customers.
• Develop deep understanding of customers' business.
• Provide leadership to the customer and technical teams.
• Identify data use cases and buying centers to increase impact.
• Coordinate Databricks teams and ecosystem partners to maximize sales motions.

Skills

Enterprise software sales

Telecom vertical experience

Japan market experience

Value-based selling (MEDDPICC)

Partnership strategy

Cross-functional leadership

Tools

MEDDPICC

Job description

SLSQ427R535

As an Enterprise Account Executive your mission will be to grow one of our focus customer in Telecommunications industry. You know how to sell within the Telecommunications/Service Provider vertical domain and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to customers and partners. Always prospecting for new opportunities, you will close new accounts while growing our business in existing accounts. You will report to the Director, Sales in Japan.

The impact you will have:

• You will secure new logos with strategic accounts in the Telecommunications vertical.


• You will create a focused and targeted logo acquisition strategy.


• Expand Databricks use cases in existing and newly won accounts to maximize impact for customers.


• Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.


• You will build value in all engagements to guide successful negotiations.


• You will plan, document, and drive the growth of Databricks usage for your customers.


• You will develop a deep and detailed understanding of the customer's business.


• Provide leadership to the customer, important staff, and technical teams.


• Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization.


• Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

What we look for:

• 10+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment.


• Selling experience to the Enterprise Telecommunications customers in Japan.


• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem


• Background of selling usage-based SaaS solutions, or other Data/ AI/ML technologies.


• 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.


• Build customer champions and collaborative teams to support the implementation of the expansion plan.


• Understanding of how to develop a clear partner strategy and manage it to success.

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.