We are looking for a creative, delivery-oriented Named Enterprise Account Executive to join the team in Italy to maximise the phenomenal market opportunity that exists for Databricks. As an Account Executive, you know how to sell innovation and value to existing customers, identify new use cases and grow consumption and can guide deals forward to compress decision cycles.

Key responsibilities:

• Co-develop a business plan with your team and ecosystem partners to accelerate customer success and exceed quarterly/annual consumption and booking goals
• Lead your team, customers, and partners to identify impactful data and AI use cases and prove out their value on the Databricks Data Intelligence platform
• Implement the data and AI transformation goals of your customer through a combination of strategic partnerships, well-scoped professional services, training, and targeted executive engagement
• Develop an understanding of technical product details and roadmap to build trust with executives and technical champions

Requirements:

• Extensive experience selling complex solutions to Enterprise Customers
• Experience managing and leading complex, federated sales campaigns in major accounts
• Experience working in Data, Cloud industries with some technical sales experience
• Proof of exceeding sales quotas in high-growth Enterprise software companies
• Experience driving consumption and commit-based engagement models and strategies working with professional services and training teams
• Experience co-selling and scaling your business with Cloud Vendors (AWS, Azure, and Google Cloud teams) and Global Solution Integrators (GSI)
• Experience of building effective champions, collaborative teams, and partnerships to support execution of your account/territory plan
• Understanding of how to identify all key use cases and buying centers in an opportunity to increase the impact of Databricks in an organization
• Experience of following robust sales methodologies and process, e.g., account planning, MEDDPICC, Value Selling, and accurate forecasting
• Bachelor's Degree or relevant work experience
• Fluency in English and Italian is required

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Reporting to the Director of Enterprise Sales, you will be responsible for driving strategic growth and expanding our footprint across the region's most critical enterprise accounts.

Key responsibilities include:

Assessing your list of assigned accounts and developing a strategy to execute against it Building a customer base, identifying and closing new logo opportunities Leading your customers and partners to identify impactful big data and AI use cases whilst proving out their value on the Databricks Lakehouse platform Identifying land opportunities and developing the expand / consumption use cases Orchestrating and utilising internal teams to maximise the impact on your ecosystem Building exceptional value with all engagements to guide successful negotiations to close point

Requirements include:

Minimum 5+ years of experience selling SaaS solutions to Enterprise Customers Extensive experience and strong performance in new logo hunting Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience Successful experience selling complex software deals and quota over-achievement Understanding of consumption based land and expand sales models is advantageous Knowledge of the Data & AI space with some technology sales experience Evidence of creating demand that delivered substantial business value Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact of Databricks in an organisation Fluency in business English and a Nordic language is required

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