Services Account Executive

(CSQ127R2)

As an Engagement Manager (Services Account Executive as industry denomination), you will be responsible for selling a portfolio of Professional Services offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilising our products. These service offerings include product implementation services and training.

The SAE/EM is a trusted advisor to the account team and our customers for successful implementation, adoption, and value realisation. A quota-carrying role, the Services Account Executive owns the services sales strategy by proactively creating demand for new Service opportunities and partnering with the Sales team and our partners to develop and successfully execute Services sales opportunities for their assigned territory. 

The impact you will have:

• Collaborate with software sales account teams and our ecosystem of delivery partners
• Proactively create new Services opportunities
• Create pipeline and manage the end-to-end forecasting process for Services opportunities
• Meet and exceed quota (Impact, Implementation Services, and Training) in both new and installed base customers
• Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of services to meet their needs
• Lead extended team in solutioning and scoping, and proposal development
• Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities
• You will demonstrate a passion for the job and lead by example by putting Databricks and our customers first to achieve the sales and delivery mission.
• You will work with the sales counterpart and engage early in the sales process to understand our customers' needs, their business, how success is defined, and ensure that we are exceeding expectations in delivery and developing valued solutions.
• Identify opportunities for new services by understanding and addressing potential new use-cases and the ability to articulate the business value in the upsell, or extension of services.
• Consult with clients to understand and analyse engagement scope, requirements, time, cost and benefits. Responsible for estimating, scoping and developing the statement of work documents as necessary.
• Help resolve delivery challenges, address resource contentions, scoping issues, and manage expectations.

What we look for:

• Extensive experience running a Professional Services and Education Services line of business. 
• Extensive experience in customer-facing roles that require a mix of influencing, validating, negotiating, understanding and execution.
• Experience and willingness to develop new Professional Services business in our emerging PS markets (Middle East, Spain, and Italy), with travel approximately every two weeks to meet with customers and sales teams.
• Experience creating relationships with Global SIs and Regional SI Partners to build joint delivery approaches. 
• Knowledge of a consumption-based business model, as well as working with Cloud provider partners (AWS, Azure, GCP). 
• Data and AI domain experience working with customers to realise business value through to production implementations (DWH migration, Cloud migrations, Digital transformation programs, AI transformation programs)
• Excellent customer-facing skills, including working with Executives and other team members.
• Experience in articulating the value-based selling mode
• Experience in identifying customer needs and implementing solutions.
• Service delivery and program management skills with the ability to summarise customer success outcomes into well-structured program plans.

Key Notes:

• Languages: fluent in English, plus Spanish or Italian or Arabic will be advantageous for the role. 
• Travel: Role-based in either Paris or London region with high % travel time (~50 to 75%). 

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