Strategic Account Executive, DOW

The impact you will have:

• Secure new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships.
• Develop and execute a focused strategy for identifying and winning high-potential accounts in untapped markets.
• Identify and close quick wins while managing longer, complex sales cycles.
• Plan, document, and drive the growth of Databricks usage in newly won accounts to maximize customer impact.
• Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.
• Use a solution-based approach to selling and creating value for customers.
• 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:

• 7+ years of experience selling complex software deals to the region's recognizable organizations within the DOW space, preferably within 4th Estate or R&E/ OUSD.
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
• Background in selling usage-based PaaS/ SaaS solutions, or other Data/ AI/ML technologies.
• Experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
• Experience in hunting in a greenfield space while also consulting with existing accounts to expand further use.
• 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 successfully.