We are seeking a highly experienced Sr. Engagement Manager to join our team in Sydney. As a Sr. Engagement Manager, you will be responsible for helping customers accelerate value through the adoption of the Databricks platform.

Key Responsibilities:

• Collaborate with sales counterparts and engage early in the sales process to understand customer needs and exceed expectations in delivery and developing valued solutions

• Identify opportunities for new services by understanding and addressing potential new use-cases and articulating the business value in upsell or extension of services

• Develop commercial models including leveraging Databricks and Partner investment vehicles to help address customer budgetary constraints for success

• Perform as the Engagement Manager in the assigned area with full accountability for meeting/exceeding Professional Services and Training KPIs

• Articulate relevant customer success stories, services offerings, and metrics that demonstrate value to the customer

• Consult with clients to understand and analyze engagement scope, requirements, time, cost and benefits

• Drive resolution of delivery challenges, address resource contentions, scoping issues and manage expectations

What We Look For:

• Data and AI domain knowledge and experience working with customers to realise business value through to production implementations

• Proven experience in senior customer-facing roles that require a mix of influencing, validating, negotiating, understanding and execution

• Excellent customer-facing skills and the ability to communicate with and develop strong relationships at all levels including with senior executives both internally and externally

• Consistent track record of identifying customer needs and successfully implementing solutions

• Strong leadership experience, the ability to enforce good project governance and drive delivery excellence

• Strong service delivery and program management skills with the ability to synthesise customer success outcomes into well-structured program plans that deliver against such outcomes

• Proven experience in estimating effort and scope for services

• Proven experience in meeting and achieving KPI and targets including CSAT, Bookings and Revenue

Benefits:

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please click here.

Our Commitment to Diversity and Inclusion:

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

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This is an exciting Sales role that will make an important impact on the revenue and expansion of our business in APJ.

Key responsibilities include:

• Evangelizing Databricks' Unified Analytics Platform powered by Spark and launching the Databricks brand in Enterprise Accounts across all industries
• Prospecting, identifying and sourcing new sales opportunities, building pipeline individually and with the Databricks SDR team
• Engaging with business and technical decision makers and leading them through the evaluation and buying process
• Exceeding individual activity, pipeline and annual revenue targets
• Engaging with and driving business through local partners (technology partners, ISVs, SIs and GSIs)
• Driving customer success and upsell in existing customers
• Creating a Territory Strategy

We are looking for a proven success in Enterprise Sales roles, ideally in Big Data, Cloud, or SaaS technology.

Key requirements include:

• Demonstrable experience of selling within major Singapore enterprise accounts
• Solution and business-outcomes focused sales approach
• Ability to simply articulate intricate cloud & big data technologies and their business value for the customer
• Proven success and upward trajectory in whatever you have done
• Bachelor's Degree and 7+ years of experience selling SaaS solutions to Enterprise Customers

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

• Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

• Support customers building with both the Claude API and Claude for Work

• Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

• Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack

• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

• Identify common integration patterns and contribute insights back to our Product and Engineering teams

• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

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Key responsibilities include: Prospecting, identifying and sourcing new sales opportunities, building pipeline individually and with the Databricks SDR team Engaging with business and technical decision makers and leading them through the evaluation and buying process Exceeding individual activity, pipeline and annual revenue targets Engaging with and driving business through local partners (technology partners, ISVs, SIs and GSIs) Driving customer success and upsell in existing customers Creating a Territory Strategy

We are looking for a proven success in Enterprise Sales roles, ideally in Big Data, Cloud, or SaaS technology. You should have demonstrable experience of selling innovation, ideally in Big Data, Cloud, or SaaS technology. A solution and business-outcomes focused sales approach is essential, as well as the ability to simply articulate intricate cloud & big data technologies and their business value for the customer.

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As a Delivery Solutions Architect, you will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks platform in your customers. You will also help ensure customer success by increasing focus and technical accountability to our most complex customers who need guidance to accelerate usage on Databricks workloads that they have already selected, helping them maximise the value they get of our platform and the return on investment.

This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestration of other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products.

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to production/go live status of agreed upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services and Support resources, along with escalating to expert level technical experts to build the right tasks that are beyond your scope of activities or expertise
• Create, own and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

• Main use cases moving from ‘win’ to production
• Enablement / user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks’ Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimization)
• Executive and operational governance
• Provide internal and external updates
• KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression

What we look for:

• 7+ years of experience where you have been accountable for technical project / program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers
• Programming experience in Python, SQL or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management including account, stakeholder and resource management accountability
• Experience resolving complex and important escalation with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above.

For more information regarding which range your location is in visit our page here.

Local Pay Range $180,000-$247,500 USD

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Key responsibilities include:

• Comprehensive discovery: Understanding the requirements of customers and prospects in the context of their desired business outcomes.
• Deal progression: Working in close partnership with the sales team to progress opportunities.
• Manage technical sales progression from discovery to technical win.
• Building sales presentations, product demonstrations and educating customers (everyone from developers to product managers to C-level executives) on the best ways to cloud security technology.
• Have a hands-on approach to solution validation, such as building and delivering custom demonstrations, supporting customer-led PoCs etc.
• Empathising with customers and quickly discern their true technical needs by asking detailed and clarifying questions and presenting solutions that target those needs.

Requirements include:

• Experience working in a Pre-Sales role as Sales Engineer or Solutions Engineer.
• An ability to quickly articulate complex ideas around a technical topic, ideally on the fly at a whiteboard.
• Experience in a customer-facing role such as consulting, support, teaching, or pre-sales.
• Experience with at least one standard identity protocol (e.g. OIDC, OAuth2, SAML, LDAP).
• Strong development background with proficiency in at least one backend stack (e.g., Java, C#, Node.js, Python, PHP, Ruby) and a popular frontend stack (e.g., React, Angular, Vue).
• Experience working with REST APIs and SDKs.
• An understanding of core security concerns within a typical application (password hashing, SSL/TLS, encryption at rest, XSS, XSRF).
• Excellent communication skills and an ability to articulate business value.
• An ability to disperse knowledge to a highly skilled and experienced audience.
• A natural at building relationships, listening, and managing time well.
• Enjoy traveling and meeting customers.

Bonus points if you have experience in any of the following:

• Experience with Identity & Access Management, Single Sign-on and API-based solutions.
• An understanding of Agentic AI and the role that Identity plays in enforcing continuous oversight.
• Experience in mobile (iOS, Android) development.
• Experience working with HTTP, HTML, and REST services.

The role is based in Tel Aviv and the expectation will be that you will spend 2-3 days a week either meeting with prospective customers, existing customers, or collaborating with the team in the Office.

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This is a hybrid technical and commercial role. It is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestration of other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. This is in parallel to being technical, with expectations being that you become the post-sale technical lead across all Databricks products. This requires you to use your skills and technical credibility to engage and communicate at all levels with an organisation.

The impact you will have:

• Engage with Solutions Architects to understand the full use case demand plan for prioritised customers
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Be the first contact for any technical issues or questions related to production/go live status of agreed upon use cases within an account, oftentimes services multiple use cases within the largest and most complex organisations
• Leverage both Shared Services, User Education, Onboarding/Technical Services and Support resources, along with escalating to expert level technical experts to build the right tasks that are beyond your scope of activities or expertise
• Create, own and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews and upgrade needs
• Develop an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

• Main use cases moving from 'win' to production
• Enablement / user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks' Lakehouse vision)
• Organic needs for current investment (e.g. cloud cost control, tuning & optimisation)
• Executive and operational governance
• Provide internal and external updates
• KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption and use case progression to your Technical GM

What we look for:

• 5+ years of experience where you have been accountable for technical project / program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers
• Programming experience in Python, SQL or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program, or project management including account, stakeholder and resource management accountability
• Experience resolving complex and important escalation with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis and managing delivery of complex programmes/projects
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30% when needed

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This is a hybrid technical and commercial role that requires you to drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. You will also be responsible for becoming the post-sale technical lead across all Databricks products and using your skills and technical credibility to engage and communicate at all levels with an organization.

Key responsibilities include:

• Engaging with Solutions Architects to understand the full use case demand plan for prioritized customers
• Leading the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Being the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live, and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Being the first contact for any technical issues or questions related to production/go live status of agreed-upon use cases within an account, oftentimes servicing multiple use cases within the largest and most complex organizations
• Leveraging both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts to build the right tasks that are beyond your scope of activities or expertise
• Creating, owning, and executing a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigating Databricks Product and Engineering teams for new product innovations, private previews, and upgrade needs
• Developing an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

• Main use cases moving from 'win' to production
• Enablement/user growth plan
• Product adoption (strategy and activities to increase adoption of Databricks' Lakehouse vision)
• Organic needs for current investment (e.g., cloud cost control, tuning & optimization)
• Executive and operational governance
• Providing internal and external updates
• KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption, and use case progression to your Technical GM

Key qualifications include:

• 5+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers
• Programming experience in Python, SQL, or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program or project management, including account, stakeholder, and resource management accountability
• Experience resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis, and managing delivery of complex programs/projects
• Track record of overachievement against quota, goals, or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Ability to travel up to 30% when needed

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You will help design, implement, and scale data and AI solutions, focusing on architecture, operational excellence, and customer enablement. Internally, you will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers.

Key responsibilities include:

• Designing secure, scalable architecture
• Aligning people, processes, and technology
• Establishing trusted advisor relationships
• Leveraging the broader ecosystem of Databricks experts

This is a hybrid technical and commercial role. Technically, the expectations are that you become the post-sales technical lead and trusted advisor across all Databricks products for the customer's top priority use cases. This requires you to use your technical skills and credibility to engage and communicate with technical/technical leadership stakeholders in our customer organizations, do architecture reviews, help with performance and cost optimizations, demonstrate new capabilities, remove blockers, etc.

In parallel, it is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving onboarding plans.

While not a hands-on-keyboard role, this is a highly technical position where architectural skills in fields such as Data Architecture, Data Engineering, Data Warehousing, or Data Science are essential.

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This is what we do every day at Databricks.

As a Core Account Executive (Digital Natives) at Databricks, you will own a focused territory of ~10 large Digital Native spending accounts across the Nordics.

You will assess your territory and develop a successful execution strategy, drive quarter-on-quarter consumption growth in existing accounts, exceed activity and quarterly revenue targets, track all customer details, identify new use case opportunities, promote the value of the Databricks' Data Intelligence Platform and other products, and ensure 100% satisfaction among all customers.

We look for good understanding of the data platform and cloud ecosystems, some exposure to the software industry and understanding of selling SaaS, Data and Business Value, experience growing consumption and closing commit deals in a direct sales role, competent with prospecting research and ability to map out key stakeholders, advanced understanding of MEDDPICC, experience exceeding sales targets/quotas, and a Bachelor's Degree or relevant work experience.

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please visit our website.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

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We are looking for a delivery architect that demonstrates visionary leadership by orchestrating and implementing Elastic solutions, generating customer business value from our products. Grouping responsibilities in the following areas:

Assess and Design

• Thoroughly analyze and understand customer business pain points and intricate technical challenges
• Gather requirements in complex enterprise customer environments
• Master Elastic solution architectural design on platforms integrating with other enterprise technologies
• Create and build out customer road maps
• Demonstrate technical authority by proficiently articulating complex technical solutions in clear language, effectively persuading the audience to embrace recommended best practices while presenting and delivering Elastic's optimal solutions.

Implement and Deliver

• Lead technology workshops that include hands-on mentoring, whiteboarding, and solution development
• Deliver outcome-based solutions
• Lead, hands-on-deploy (from data onboarding, configuration, visualizations, alerting), and seamlessly integrate Elastic products and APIs into intricate platform architectures, harnessing years of technical expertise
• Master data modeling, develop and optimize queries, tune and scale clusters, prioritizing fast search and analytics at scale
• Solve our customers’ most challenging platform, configuration, data and cyber security problems

Grow and Expand

• Orchestrate and implement capacity planning in mission-critical environments
• Perform technical audits, upgrades, platform migrations, and use-case expansion
• Work with and guide our customers along their ever-maturing Cyber journey

Influence and Collaborate

• Work closely with the Elastic Engineering, Product Management, and Support teams to identify feature enhancements, extensions, and product defects
• Engage with the Elastic Sales team to scope opportunities while assessing technical risks, questions, or concerns
• Be a mentor/coach for your fellow Elastic consultants
• Demonstrated ability to communicate to a variety of stakeholders up to the C-suite level

What You Bring Along

• Minimum of 5 years as a Consulting Architect or senior IT functional leadership experience
• History of working as a Consultant delivering professional services engagements
• Strong customer advocacy, relationship-building, presentation and communications skills
• Ability to lead meetings with project owners and C-level stakeholders.
• Ability to articulate the business value of an outcome-based delivery while being technically savvy and hands-on
• Demonstrated experience of technical leadership throughout project lifecycles
• Solid experience deploying Elastic Security solutions or similar domains (Splunk, Arcsight, IBM QRadar). Alternatively, at least 2 years experience working as a Security Analyst, preferably utilising SIEM or endpoint security applications in a Threat Detection and Response focussed role
• Knowledge of the MITRE ATT&CK framework and how it can be applied for Enterprise defence
• Fundamental understanding and experience of security tool capabilities
• Understanding and passion for cyber security and open-source technology
• Hands-on experience in on-prem systems and/or public/private cloud platforms like AWS, Azure, GCP, Openstack
• Hands-on experience in Linux
• Good understanding of networking, security, containerization, serverless, DevOps in system landscapes and infrastructure automation knowledge.
• Experience utilising programming or scripting languages in a corporate environment like Python, Javascript, Go or Chef/Puppet etc.
• Understanding of databases
• Ability and willingness to travel from time to time as required
• Comfortable working remotely in a highly distributed team

Bonus Points

• BS in Computer Science or related Information Security / Cybersecurity field
• Certifications and specialized training in Information Security and Cybersecurity
• Deep understanding of Enterprise cyber defence in large networks
• Deep understanding of Elasticsearch and Lucene, including Elastic Certified Engineer certification
• Experience working closely with a pre-sales organization in scoping the needs of Customers
• Experience with Statement of Work delivery
• Experience with both Agile and Waterfall methodologies
• Experience contributing to an open-source project or documentation
• Endpoint tool skills and experience ingesting network feeds into Elastic for security purposes
• Experience as a Software Engineer, System Administrator, or DevOps Engineer

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave

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This is a hybrid technical and commercial role. You will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving plans and strategies for Databricks colleagues to build upon. You will also be the post-sale technical lead across all Databricks products, requiring you to use your skills and technical credibility to engage and communicate at all levels with an organization.

Key responsibilities include:

• Engaging with Solutions Architects to understand the full use case demand plan for prioritized customers
• Leading the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Being the accountable technical leader assigned to specific use cases and customer(s) across multiple selling teams and internal stakeholders, creating certainty from uncertainty and driving onboarding, enablement, success, go-live, and healthy consumption of the workloads where the customer has made the decision to consume Databricks
• Being the first contact for any technical issues or questions related to production/go live status of agreed-upon use cases within an account, often services multiple use cases within the largest and most complex organizations
• Leveraging both Shared Services, User Education, Onboarding/Technical Services, and Support resources, along with escalating to expert-level technical experts to build the right tasks that are beyond your scope of activities or expertise
• Creating, owning, and executing a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigating Databricks Product and Engineering teams for new product innovations, private previews, and upgrade needs
• Developing an execution plan that covers all activities of all customer-facing technical roles and teams to cover the below work streams:

Main use cases moving from 'win' to production Enablement/user growth plan Product adoption (strategy and activities to increase adoption of Databricks' Lakehouse vision) Organic needs for current investment (e.g., cloud cost control, tuning & optimization) Executive and operational governance Provide internal and external updates KPI reporting on the status of usage and customer health, covering investment status, important risks, product adoption, and use case progression to your Technical GM

Requirements include:

• 5+ years of experience where you have been accountable for technical project/program delivery within the domain of Data and AI and where you can contribute to technical debate and design choices with customers
• Programming experience in Python, SQL, or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related distributed data systems
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program or project management, including account, stakeholder, and resource management accountability
• Experience resolving complex and important escalations with senior customer executives
• Experience conducting open-ended discovery workshops, creating strategic roadmaps, conducting business analysis, and managing delivery of complex programs/projects
• Track record of overachievement against quota, goals, or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Ability to travel up to 30% when needed

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Key responsibilities include:

• Prospecting, identifying, and sourcing new sales opportunities, building pipeline individually and with the Databricks SDR team
• Engaging with business and technical decision-makers and leading them through the evaluation and buying process
• Exceeding individual activity, pipeline, and annual revenue targets
• Engaging with and driving business through local partners (technology partners, ISVs, SIs, and GSIs)
• Driving customer success and upsell in existing customers

To succeed in this role, you will need 7+ years of experience selling SaaS solutions to public sector/enterprise/mid-market/commercial/customers in Singapore. A proven track record in enterprise sales roles, ideally in Big Data, Cloud, or SaaS technology, is also essential.

Additionally, you should have a solution and business-outcomes-focused sales approach, with the ability to simply articulate intricate cloud & big data technologies and their business value for the customer.

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This role is located in the US (Northeast Preferred) and reports to the Global Leader of Value Acceleration.

Key responsibilities include:

• Drive significant financial impact across Financial Services sector customers in the Americas
• Identify root causes of challenges in our value selling process and implement scalable solutions
• Work with Leadership ensuring that sales-led customer engagements are centered around value creation and measurement
• Be instrumental in pursuits of key accounts, building win narratives and account strategy
• Help win sales opportunities, directly engaging with sales teams and customers to build the business case and document the impact realized from using Databricks
• Teach the tenets of Business Value Consulting to field Sales and Customer Success teams
• Work with Marketing to promote the measurable impact of Databricks inside and outside our company through presentations, blogs, webinars, and whitepapers
• Build reusable financial benefit analysis models for BVC practitioners and field teams
• Partner with GTM leaders to advance industry and broader go-to-market objectives
• Leverage Databricks' unique differentiators to address customer challenges and accelerate growth

This high-impact role places you at the intersection of cutting-edge enterprise data & AI innovation and business transformation. As part of our well-connected Value team, you'll have:

• Access to industry-leading experts and thought leaders
• Autonomy to select problems that align with your passion and critical business needs
• Opportunity to drive meaningful change across the organization
• Clear path for career progression based on impact
• Work with a team that has a reputation for driving meaningful change throughout Databricks

We are looking for a highly experienced Business Value Consultant with a strong understanding of data challenges faced by individual contributors and leaders in FINS. You should have:

• 9+ years experience as part of an enterprise software sales or consulting team or working in IT
• 5+ years experience as a Business Value Consultant
• Experience applying data-driven problem solving to business challenges
• Strong understanding of data challenges faced by individual contributors and leaders in FINS
• Ability to quickly become conversant in Databricks' differentiators (within 6 months)
• Experience with how big data, analytics, ML and AI support the business
• Consultative approach working externally with customers and internally as well
• Outstanding communication and presentation skills; articulate and professional
• Excellent business case creation and analysis skills
• Financial and business acumen
• A truth-seeking problem solver
• Industry domain expertise in Financial Services
• Experience expanding existing customer relationships
• Winning as part of a team

Travel requirements: Travel within the US depending on customer need, frequency varies.

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Key Responsibilities:

• Support sales engagements through initial business value proposition creation, process and capability assessments, and financial projections for CFO-Ready Business case presentations.
• Draw insights for customers using public sources.
• Lead sales, pre-sales, post-sales and other ecosystem members in order to discover, document, and present the business value of our solution in our largest opportunities.
• Build and present customized presentations to C-level audiences (CIO, CFO, or board level) who are considering strategic transformational investments in Okta products and services.
• Be the “go-to person” for sales management in your supported territory for value related activities.
• Coordinate with sales management, marketing, and other pre-sales functions to grow the amount of value related activity in your region.
• Defining new Business Value deliverables/processes + support standard tools/templates.
• Build out standard value cases and calculations for new capabilities.
• Develop and deliver training material used to enable sales teams and the broader ecosystem.

Requirements:

• Ability to develop and deliver detailed presentations to customers on current/future state of processes and solutions in scope.
• Excellent consulting skill-set, including discovery, analysis, quantitative modeling, listening, communication, presentation, persuasion and project leadership skills.
• Comfortable navigating through investor presentations, press releases, earnings transcripts and financial documents (10K & 10Q); familiarity with industry-specific publications a plus.
• Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward.
• “Get it done” mentality - willingness to roll up the sleeves in a fast-paced, highly varied environment.
• Drive and motivation to take on additional responsibilities over time.
• Ability to work independently and creatively.
• Willingness to travel to customer sites; average of 30% travel; typically “day trips;” you control personal travel schedule.
• Working knowledge of how IT functions, particularly in the areas of Operations, IT Service Management, Infrastructure and Application provisioning and management.
• Experience performing high-level briefings and presentations to senior executives and C-suite customers as required.
• Proficient in building financial models (ROI & TCO) for executives.
• Comfortable building customized PowerPoint slides.
• Bachelor's Degree in a financial or technical field OR equivalent work experience, advanced degrees a plus.

OTE Range: The OTE range for this position for candidates located in the San Francisco Bay area is between $202,000-$277,000 USD. The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $180,000-$247,000 USD.

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Key responsibilities include:

Prospecting, identifying, and sourcing new sales opportunities, building pipeline individually and with the Databricks SDR team Engaging with business and technical decision-makers and leading them through the evaluation and buying process Exceeding individual activity, pipeline, and annual revenue targets Engaging with and driving business through local partners (technology partners, ISVs, SIs, and GSIs) Driving customer success and upsell in existing customers Creating a Territory Strategy focused on the public sector industry and other industries.

To succeed in this role, you will need to have proven experience selling Data/AI/SaaS solutions in the French market, as well as success in Enterprise Sales roles, ideally in Big Data, Cloud, or SaaS technology.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a global company with a diverse workforce, operating in various locations including France, USA, UK, Germany, and Singapore.

Role Summary

As part of Mistral's expansion in North Africa, we are hiring a Senior Account Manager to lead and grow our most strategic accounts in Morocco, spanning large enterprises and public sector institutions.

Responsibilities

Strategic Account Ownership & Value-Based Selling

• Own and grow a portfolio of strategic enterprise and public sector accounts, with existing and future contracts in the €1M+ ACV range.

• Act as a trusted advisor to C-level and senior executives (CEO, CIO, CDO, CTO, Transformation Directors).

• Define multi-year account strategies and transformation roadmaps, aligned with clients' business priorities, regulatory constraints, and digital ambitions.

• Lead complex deal structures focused on business value, ROI, and long-term impact, rather than transactional SaaS sales.

Relationship & Stakeholder Leadership

• Build durable, executive-level relationships across complex organizations (banks, industrial groups, ministries, agencies).

• Navigate multi-stakeholder environments involving IT, security, compliance, procurement, and executive sponsors.

• Act as the voice of the customer internally, ensuring strong alignment with product, engineering, legal, and leadership teams.

• Lead Executive Reviews and strategic steering committees with clients.

Expansion, Transformation & Delivery Success

• Identify expansion opportunities (new use cases, departments, subsidiaries, agencies) within existing accounts.

• Collaborate closely with technical and product teams to ensure successful deployments and adoption.

• Support customers through large-scale AI transformation programs (on-prem, sovereign cloud, regulated environments).

• Contribute to Mistral's long-term positioning in Morocco as a trusted AI partner, not just a technology vendor.

About You

• 8+ years of experience in senior account management, consulting, or enterprise sales roles involving complex, high-value deals.

• Strong exposure to value-based selling and transformational sales, ideally beyond a pure transactional SaaS model.

• Proven experience managing large, strategic accounts over multiple years, with C-level engagement.

• Background in management consulting is highly appreciated.

• Strong understanding of banking or financial services is a plus (experience with major banking groups such as AWB is an advantage).

• Comfortable selling and positioning deep tech solutions (AI platforms, data, cloud, infrastructure) to both business and technical leaders.

• Excellent stakeholder management skills, structured, credible, calm, and impact-driven.

• Entrepreneurial mindset with the ability to operate in a fast-scaling, high-ownership environment.

• Fluent in Arabic and English; Arabic is a strong plus depending on client context.

Benefits

Transportation: Allowance public transportation allowance or Parking charges reimbursed

Sport: Allowance for gym membership allowance

Meal: Allowance for meals (solution might evolve as we grow bigger)

Health Insurance

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Your responsibilities will include:

Designing solutions that meet customer needs and drive business value Co-owning product and technical evaluations with sales teams Defining scope, environments, dependencies, success criteria, and execution plans Translating customer workflows into scalable integration designs Validating technical readiness through structured discovery before delivery Guiding customers through enterprise-grade reviews, security questionnaires, data governance evaluations, and compliance alignment Consulting with legal operations, IT admins, and firm executives to drive adoption strategy, AI safety best practices, governance, and long-term expansion

To be successful in this role, you will need strong technical expertise, particularly in SaaS architectures, APIs, authentication models, and data integration patterns. You should also have experience in pre-sales support, clear communication skills, and the ability to connect technical design to measurable business value and customer impact.

Nice to have skills include experience in high-growth startup environments, understanding of legal tech, AI, or enterprise data environments, and the ability to context switch between pre-sales strategy and hands-on technical work.

Benefits include competitive salary and equity, 401(k) program with employer matching, health, dental, vision, and life insurance, short-term and long-term disability, commuter benefits, autonomous work environment, office setup reimbursement, flexible time off, and quarterly team gatherings.

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We have created the Factors of Growth & Impact to help Villagers better measure impact and articulate coaching, feedback, and the rich and rewarding learning that happens while exploring, developing, and mastering the capabilities and contributions within and outside of the Member of Technical Staff, Transparency (Billing & Revenue) role:

Technical Skills:

• Demonstrate a wide-ranging experience, use in-depth professional concepts, knowledge and insights to develop, apply and resolve complex problems across multiple axes in creative and effective ways.
• Be adept at designing and building solutions that are easily maintainable and extensible for future functionality.

Complexity and Impact of Work:

• Drive work independently, lead or significantly contribute to medium-to-large projects or processes, usually multi-person interdepartmental or cross-functional projects, including leading from end-to-end with little oversight and coordinating activities of other team members.
• Be capable of breaking down large projects into smaller tasks, and accurately estimating the time and scope of projects. Articulate effectively the different options considered, analyze trade-offs, justify and recommend priorities.

Organizational Knowledge:

• Ensure that knowledge is shared among the team and do not position yourself or others as a single point of failure.
• Monitor the development of the company objectives and/or trends that may affect its capacity to succeed.

Communication and Influence:

• Mentor and guide others on the team within their area of specialization or domain, and help others understand the strategic goals of Anchorage and how your work relates to these.
• Communicate outside team boundaries to solve problems, network with other teams, and establish positive working relationships in other disciplines and domains.

You may be a fit for this role, if you:

• Have real world experience building complex distributed systems.
• Have a deep appreciation for code quality, test infrastructure, and extensible architecture.
• Prioritize end-user experience and business value over the latest tech.
• Developed 'computer science fundamentals', i.e. concurrency, algorithms, and data structures (Formal CS degree NOT required).
• Are able to work in a fast-paced agile software environment, and able to context switch between multiple simultaneous tasks.
• Believe software engineering is a team activity and enjoy collaborating every single day, learning from and mentoring others.

Although not a requirement, bonus points if you:

• Have experience implementing products within Billing and Accounting spaces.
• Have design and implementation experience with any of the following technologies: GraphQL, gRPC, Temporal.
• Feel comfortable diving down the stack and into open source projects to root cause a bug.
• Were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)

Additional Information About Anchorage Digital:

Who we are The Anchorage Village, what we call our team, brings together the brightest minds from platform security, financial services, and distributed ledger technology to provide the building blocks that empower institutions to safely participate in the evolving digital asset ecosystem.

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As a member of the Banking Solutions team, you will be responsible for implementing and maintaining innovative products, in a highly collaborative team, that empowers Anchorage’s NeoBank functionality.

The crypto industry is one of the most exciting industries in tech today, and it is constantly changing! At Anchorage Digital, we are building foundational technology to help the crypto industry evolve in a safe, regulated and highly secure manner, which we believe is essential for maximizing the potential of this exciting industry

We think about growth and career development differently at Anchorage Digital. We define performance as acquiring, possessing, and practicing a relevant set of skills and competencies - and the ability to apply them effectively and consistently.

You will be coached, mentored and guided to grow your capabilities in 4 major areas:

Technical Skills:

• Participate in task breakdown, estimation, design, implementation and maintenance across the full stack.
• Build backend services and APIs that power Banking Solutions features.
• Create intuitive user experiences that simplify complex financial data into digestible, actionable insights.
• Build data visualizations from the ground up (charts, transaction flows, balance reports).
• Write, review, test, and document code according to Anchorage's engineering and team standards.
• Review code across frontend and backend, ensuring consistency, reducing errors, and sharing context across the engineering team.
• Dive deep into complex, ambiguous problems, formulate elegant and practical solutions.

Complexity and Impact of Work:

• Drive work independently, lead or significantly contribute to medium-to-large projects or processes, usually multi-person interdepartmental or cross-functional projects, including leading from end-to-end with little oversight and coordinating activities of other team members.
• Be capable of breaking down large projects into smaller tasks, and accurately estimating the time and scope of projects. Articulate effectively the different options considered, analyzes trade-offs, justifies and recommends priorities.
• Foster an efficient deterministic testing culture, with an emphasis on minimizing tech debt.

Organizational Knowledge:

• Ensure that knowledge is shared among the team and does not position themselves or others as a single point of failure.
• Collaborate cross-functionally within the team and other teams at Anchorage Digital.
• Monitor the development of the company objectives and/or trends that may affect its capacity to succeed.

Communication and Influence:

• Mentor and guide others on the team within their area of specialization or domain, and help others understand the strategic goals of Anchorage and how their work relates to these.
• Communicate outside team boundaries to solve problems, network with other teams, and establish positive working relationships in other disciplines and domains.

You may be a fit for this role if you:

• Have real world experience building complex distributed systems and web applications from scratch.
• Experience with backend languages (we mostly use Go, but languages can be learned).
• Proficiency with React.JS or similar JavaScript frameworks (Next.JS, Angular.JS, Vue.JS).
• Enjoy building resilient services that can handle different volumes of work without manual intervention.
• Genuinely care about code quality, test infrastructure, and end-user experience.
• Prioritize business value and user experience over 'cool tech'.
• Have developed 'computer science fundamentals' (concurrency, algorithms, data structures - formal CS degree NOT required).
• Believe software engineering is a team activity and enjoy collaborating, learning from and mentoring others.

Although not a requirement, bonus points if you have:

• GraphQL and/or gRPC API design and implementation experience (both consuming and building).
• Production experience with web security.
• A background in the finance industry or fintech.
• Experience working across the full stack on customer-facing financial applications.

Compensation at Anchorage Digital:

• Compensation at Anchorage Digital is market-driven and data-informed. All full-time employees receive a market-leading salary, meaningful equity, and a generous perks and benefits package.
• Compensation Range: $167,000-$230,000 - this salary range may be inclusive of multiple regional locations and job grades. This compensation range will be narrowed during the interview process based on skills, abilities, and experience required.

Benefits:

• Anchorage Digital is proud to provide market-leading benefits and perks to our employees. We are only 1% of companies who offer 100% health, dental, and vision coverage for you and your dependents. This means no monthly out-of-pocket premiums for you or your family.
• We offer a wide range of benefits to our employees globally.

Additional Information About Anchorage Digital:

Who we are The Anchorage Village, what we call our team, brings together the brightest minds from platform security, financial services, and distributed ledger technology to provide the building blocks that empower institutions to safely participate in the evolving digital asset ecosystem.

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a pioneering company shaping the future of AI.

Role Summary

As part of Mistral's expansion in North Africa, we are hiring a Senior Account Manager to lead and grow our most strategic accounts in Morocco, spanning large enterprises and public sector institutions.

This is a high-impact, senior role, focused on managing and expanding existing strategic customers with significant ACV (≥ €1M), while positioning Mistral as a long-term AI transformation partner.

Responsibilities

Strategic Account Ownership & Value-Based Selling

• Own and grow a portfolio of strategic enterprise and public sector accounts, with existing and future contracts in the €1M+ ACV range.

• Act as a trusted advisor to C-level and senior executives (CEO, CIO, CDO, CTO, Transformation Directors).

• Define multi-year account strategies and transformation roadmaps, aligned with clients' business priorities, regulatory constraints, and digital ambitions.

• Lead complex deal structures focused on business value, ROI, and long-term impact, rather than transactional SaaS sales.

Relationship & Stakeholder Leadership

• Build durable, executive-level relationships across complex organizations (banks, industrial groups, ministries, agencies).

• Navigate multi-stakeholder environments involving IT, security, compliance, procurement, and executive sponsors.

• Act as the voice of the customer internally, ensuring strong alignment with product, engineering, legal, and leadership teams.

• Lead Executive Reviews and strategic steering committees with clients.

Expansion, Transformation & Delivery Success

• Identify expansion opportunities (new use cases, departments, subsidiaries, agencies) within existing accounts.

• Collaborate closely with technical and product teams to ensure successful deployments and adoption.

• Support customers through large-scale AI transformation programs (on-prem, sovereign cloud, regulated environments).

• Contribute to Mistral's long-term positioning in Morocco as a trusted AI partner, not just a technology vendor.

Requirements

• 8+ years of experience in senior account management, consulting, or enterprise sales roles involving complex, high-value deals.

• Strong exposure to value-based selling and transformational sales, ideally beyond a pure transactional SaaS model.

• Proven experience managing large, strategic accounts over multiple years, with C-level engagement.

• Background in management consulting is highly appreciated.

• Strong understanding of banking or financial services is a plus (experience with major banking groups such as AWB is an advantage).

• Comfortable selling and positioning deep tech solutions (AI platforms, data, cloud, infrastructure) to both business and technical leaders.

• Excellent stakeholder management skills, structured, credible, calm, and impact-driven.

• Entrepreneurial mindset with the ability to operate in a fast-scaling, high-ownership environment.

• Fluent in Arabic and English; Arabic is a strong plus depending on client context.

Benefits

• Transportation: Allowance public transportation allowance or Parking charges reimbursed

• Sport: Allowance for gym membership allowance

• Meal: Allowance for meals (solution might evolve as we grow bigger)

• Health Insurance

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We're seeking an experienced Enterprise Account Executive to drive adoption of Anthropic's AI solutions across the life sciences sector throughout EMEA. In this role, you'll leverage your deep understanding of the pharmaceutical and biotech ecosystem to help organisations accelerate drug discovery, optimise clinical operations, and bring treatments to patients faster through responsible AI implementation.

Responsibilities

• Develop and execute strategic sales plans to drive adoption of Anthropic's AI solutions within large pharmaceutical, biotech, and medical device organisations
• Build and maintain relationships with key decision-makers at global pharma companies, specialty biotechs, and CROs across EMEA
• Partner with our HCLS Applied AI team to articulate technical capabilities and develop compelling value propositions for life sciences-specific applications
• Identify and qualify new opportunities through discovery calls, demonstrations, and collaborative problem-solving sessions
• Navigate complex enterprise buying processes within large pharma organisations, negotiate contracts, and close strategic deals
• Leverage our strategic partnerships to expand our reach in the life sciences market
• Monitor and report on sales pipeline, market trends, and competitive landscape
• Capture and communicate industry-specific requirements to inform product development
• Represent Anthropic at life sciences industry events and conferences
• Collaborate cross-functionally to ensure our solutions address pharma-specific challenges around data privacy, security, and regulatory compliance — including EU AI Act considerations and EMA guidance on AI in medicines development

You may be a good fit if you have

• 8+ years of enterprise sales experience within the EMEA market, with at least 5 years selling technology solutions into large pharmaceutical, biotech, or medical device companies
• Proven track record of exceeding quota and closing complex enterprise deals with global pharma or specialty biotech organisations
• Deep understanding of life sciences industry dynamics, including R&D workflows, clinical development, drug commercialisation, regulatory affairs, and digital transformation initiatives
• Experience navigating lengthy procurement cycles and multi-stakeholder decision processes within large, matrixed pharma organisations
• Established relationships with senior executives across R&D, IT, and commercial functions at major pharmaceutical and biotech companies
• Ability to translate technical AI capabilities into business value and ROI in a life sciences context
• Experience collaborating with technical teams to develop tailored solutions
• Excellent communication and presentation skills, with the ability to engage credibly with both scientific and business audiences

Logistics

• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions

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Location

Tokyo, Japan

Employment Type

Full time

Department

About the Team

The Technical Success team is responsible for the customer experience on both the OpenAI API platform as well as the ChatGPT business product, ensuring developers and enterprises maximize benefit, value, and adoption from our highly-capable models. OpenAI's customers represent a range of diverse backgrounds and maturity, from early-stage startups to established global enterprises.

About the Role

We are seeking a Solutions Engineer to partner with our customers and ensure they achieve tangible business value from our models through ChatGPT and the OpenAI API. You will partner with senior business stakeholders to understand their pre-sales needs, guide their AI strategy, and identify the highest value use cases and applications. You will work with business and technical teams to demonstrate the value of our solutions and recommend architectural patterns to kickstart their implementation and development. You will work closely with Mid Market/Enterprise Sales, Security, and Product teams.

This role is based in Tokyo, Japan. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees

In this role, you will:

• Deliver an exceptional pre-sales customer experience.

• Provide technical expertise in the pre-sales process, outlining the value proposition, clarifying technical requirements, and answering product-related questions.

• Demonstrate how the ChatGPT business product can provide solutions to customers’ business needs and deliver value, including (but not limited to) demos, use case scoping, and proof of concepts.

• Serve as the first line of defense for security and compliance questions, explaining standardized collateral, guiding customers toward relevant resources (e.g. trust portal), and escalating complex requirements to the appropriate teams.

• Create and maintain documentation, guides, and FAQs related to common questions and requirements discovered during the pre-sales process.

• Develop and nurture strong customer relationships during the evaluation and purchasing process.

• Foster customer advocacy and represent the voice of the customer with internal teams, gathering and relaying customer feedback and identifying themes across customers to incorporate into product planning.

• Collaborate closely with the Sales and GRC teams to ensure a seamless pre-sales experience.

You might thrive in this role if you:

• Have 7+ years of experience in a Solutions Engineer (or similar) role, managing relationships with large, global, and complex organizations, preferably working with a technical enterprise product.

• Are fluent in both Japanese and English, as this is essential for partnering with customers, providing technical expertise, demonstrating value, and collaborating effectively with teams at headquarters.

• Have a solid track record of delivering and scaling an exceptional pre-sales customer experience.

• Have experience providing higher level security and compliance support as well as a thorough understanding and knowledge of IT security principles and customer requirements for similar technical B2B SaaS products.

• Possess exceptional presentation and communication skills, particularly when engaging with executives and leaders.

• Have a humble attitude, an eagerness to help others, and a desire to pick up whatever knowledge you're missing to make both your team and our customers succeed.

• Operate with high horsepower, have strong problem-solving skills, are adept at frequent context switching, effectively manage working on multiple projects at once with expansive ownership, and ruthlessly prioritize.

• Are personally committed to fostering the safe and ethical evolution of AI.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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