Strategic Account Executive - Enterprise Sales

About the role

Databricks is looking for an Enterprise Account Executive to join its team in Melbourne, Australia. This is a core role reporting to the Director of Enterprise Sales, focused on growing the business with existing strategic customers by converting prospects and driving the initial consumption of Databricks' services.

Key responsibilities

• Help customers derive value from the platform by identifying key use cases and increasing usage
• Identify, structure and close opportunities to co-invest in high-priority initiatives and accelerate project delivery
• Use intent signals, account planning and customer stories to prospect and target leads
• Work with BDRs, marketing and the network to engage key prospects and displace incumbent technologies
• Run first meetings with key decision-makers, create territory and account plans, and attend roundtables, bootcamps and industry events
• Maintain an accurate Salesforce pipeline, run proof of concepts and manage the sales cycle from first contact to closing
• Work with architects, professional services and executive sponsors to deliver a comprehensive customer success approach

Required profile

• Proven sales track record, ideally with digital native or retail accounts
• Demonstrable experience selling innovation, ideally in data platforms, AI/ML, big data or cloud technology
• Takes initiative, is proactive, detail-oriented, creative and coachable
• Flexible to travel up to 50% of the time

Required skills

• Strong prospecting, lead generation and customer engagement skills
• Ability to drive consumption and secure first-time commitments
• Understanding of Databricks' platform and ability to explain its value to customers
• Ability to collaborate with cross-functional teams such as GDRs and Customer Success