Enterprise Account Executive - Consumer and Distribution

About the role

Databricks is looking for an Enterprise Account Executive to expand its presence with a set of customers across leading consumer and distribution companies in the UK and Ireland. Reporting to the Enterprise Sales Leader, the role suits an experienced sales professional who drives adoption of Databricks to unlock new value streams and grow enterprise accounts, using a defined methodology and playbook.

Key responsibilities

• Work with cross-functional teams to build Databricks solutions for customers in consumer and distribution verticals
• Assess accounts and develop a strategy to engage all buying centres
• Use a solution-based approach to sell and create value for enterprise growth accounts
• Switch between technical stakeholders and business buyers to connect customer challenges to business value across the sales cycle
• Secure tech wins to grow consumption while managing longer, complex sales cycles
• Track customer details, projects, purchase timeframes, next steps and forecasts in Salesforce and supporting tools
• Map whitespace opportunities in the territory and identify viable use cases per account
• Work with internal and external partner teams and orchestrate engagements to close deals
• Deliver technical and business results using the Databricks Intelligence Platform

Required profile

• Strong closing experience and evidence of exceeding sales quotas
• Sales experience in cloud data and AI software, ideally linked to open source technology
• Track record of generating, developing and accelerating pipeline
• Experience driving adoption of usage-based consumption services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
• Experience building business cases and gaining C-level executive support
• Bachelor's degree or equivalent experience preferred

Required skills

• Familiarity with sales methodologies and playbooks such as ICP, territory and account tiering, MEDDPICC, Powerbase and value selling
• Comfortable working in a fast-growing organisation