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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You will be responsible for selling towards the Manufacturing vertical domain and guiding deals forward to compress decision cycles. You will close new accounts while growing our business in existing accounts.

You will report to the Senior Director, Enterprise Sales, Japan.

Key responsibilities include:

• Expanding Databricks use cases in existing and newly won accounts to maximize impact
• Establishing essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles
• Building value in all engagements to guide successful negotiations
• Planning, documenting, and driving the growth of Databricks usage for your customers
• Developing a deep and detailed understanding of the customer's business
• Providing leadership to the customer, important staff, and technical teams
• Identifying all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization

Requirements include:

• 7+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment
• Selling experience to the Enterprise segments, ideally with a Strategic account in the Manufacturing domain
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem
• Background of selling usage-based 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

Benefits include:

• Benefits allowance
• Equity awards
• Paid parental leave
• Gym reimbursement
• Annual personal development fund
• Business travel insurance

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The impact you will have includes identifying and closing quick wins while managing longer, complex sales cycles, tracking all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce, mapping the whitespace opportunity across your defined territory, and using methodology to identify the most viable use cases in each account to maximise Databricks impact.

To succeed in this role, you will need 3+ years of Startup/Emerging Enterprise Sales experience exceeding quotas, covering Singapore/SEA accounts or territory, experience in working in a consumption-based sales motion, strong closing experience and evidence of exceeding sales quota, ability to navigate and be successful in a fast-growing organization, sales experience within Cloud software, open source technology, or ideally Data and AI space, experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure, and Google Cloud teams in the GCR market, methods for co-developing business cases and gaining support from C-level Executives, familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling), and simply articulate intricate cloud technologies.

If you are a self-starter who understands the sales process, passionate about solving business challenges, and excel at initiating and advancing conversations to value delivery using a defined methodology, then this could be the role for you.

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You will be responsible for identifying and closing quick wins while managing longer, complex sales cycles, tracking all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce, and mapping the whitespace opportunity across your defined territory, and using methodology to identify the most viable use cases in each account to maximise Databricks impact.

You will also be responsible for orchestrating and working with teams to maximise the impact on your ecosystem, building value with all engagements to promote successful negotiations to close point, and being customer-focused by delivering technical and business results using the Databricks Intelligence Platform.

To succeed in this role, you will need 5+ years of enterprise sales experience exceeding quotas, covering relevant accounts and industries, strong closing experience and evidence of exceeding sales quota, sales experience within Cloud software, open source technology, or ideally Data and AI space, methods for co-developing business cases and gaining support from C-level Executives, familiarity with sales methodologies and processes, and the ability to simply articulate intricate cloud technologies.

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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