Enterprise Account Executive for Local Government

2 weeks ago

London, Greater London, United Kingdom Databricks Full time
About the Role

SLSQ425R71

We're seeking a seasoned sales professional to join our team at Databricks, where we're revolutionizing the world of big data and AI. As a new business Account Executive, you'll be responsible for selling into and opening new logo accounts within the Local Government and Education sector.

Reporting to the Public Sector Sales Leader, you'll come with a deep understanding of the Big Data and Advanced Analytics space, which will guide your successful strategy and enable you to provide exceptional value to our customers within the Local Government and Education sectors.

The Impact You'll Have:

  • Develop a strategy to identify and engage all buying centers, guiding deals forward to compress decision cycles
  • Use a solution-based approach to selling and creating value for new logo accounts
  • Identify and close quick, small wins while managing longer, complex sales cycles
  • Support the broader big data and AI transformation goals of your customers through strategic partnerships, professional services, training, and executive engagement
  • Build exceptional value with all engagements to guide successful negotiations to close
  • Orchestrate and work with teams to maximize the impact on your ecosystem
  • Own the consumption story with your customers, using demand plans to identify the most viable use cases in each account to maximize Databricks' impact
  • Deliver technical and business results using the Databricks Intelligence Platform

What We Look For:

  • Strong background in new business development, closing experience, and quota over-achievement when selling to public sector accounts
  • Experience with public sector procurement frameworks and mechanisms is beneficial
  • Sales experience within cloud software, open source technology, or data and AI space
  • Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure, and Google Cloud teams
  • Understanding of how to identify all key use cases and buying centers in an opportunity to increase the impact and business value of Databricks in an organization
  • Methods for co-developing business cases and gaining support from C-level executives
  • Experience building effective champions, collaborative teams, and partnerships to support execution of your territory plan
  • Understanding of consumption-based land and expand sales models
  • Experience following robust sales methodologies and processes, e.g., account planning, MEDDPICC, value selling, and accurate forecasting
  • Longevity with previous employers
  • Eligibility for SC clearance

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