You are a proactive 'hunter' who thrives on building relationships, navigating complex sales cycles, and closing high-value deals. You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships.

Key responsibilities include:

• Securing new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships.
• Developing and executing a focused strategy for identifying and winning high-potential accounts in untapped markets.
• Identifying and closing quick wins while managing longer, complex sales cycles.
• Planning, documenting, and driving the growth of Databricks usage in newly won accounts to maximize customer impact.
• Establishing essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.

To succeed in this role, you will need:

• 5+ years of experience selling complex software deals to the region's recognizable organizations within the DOD/DOW space, specifically 4th Estate.
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
• Background in selling usage-based PaaS/SaaS solutions, or other Data/AI/ML technologies.
• Experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
• Experience in hunting in a greenfield space while also consulting with existing accounts to expand further use.

The pay range for this role is $245,200-$337,150 USD, and the total compensation package may also include eligibility for annual performance bonus, equity, and benefits.

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You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships. You will report to the Sales Director, Public Sector.

Key responsibilities include:

• Securing new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships
• Developing and executing a focused strategy for identifying and winning high-potential accounts in untapped markets
• Identifying and closing quick wins while managing longer, complex sales cycles
• Planning, documenting, and driving the growth of Databricks usage in newly won accounts to maximize customer impact
• Establishing essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates

To succeed in this role, you will need:

• 5+ years of experience selling multi-million dollar complex software deals to the region's recognizable organizations within the Public Sector segment
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem
• Background in selling usage-based PaaS/SaaS solutions, or other Data/AI/ML technologies
• 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message
• 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use

Preferred qualifications include:

• Build customer champions and collaborative teams to support the implementation of the expansion plan
• Understanding of how to develop a clear partner strategy and manage it successfully

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The impact you will have:

Assess your key accounts and develop a strategy to meet and exceed revenue and consumption goals. Implement the above strategy to meet and exceed revenue and consumption targets. Build positive relationships with key decision makers (up to and including C-level) and establish yourself as a trusted advisor for Data & AI-related subjects. Identify new business opportunities and develop the expand / consumption use cases within your key accounts. Orchestrate and utilise internal teams to maximise the impact on your ecosystem. Showcase exceptional value with all engagements to guide successful negotiations to close point.

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