Databricks

Overview

Databricks is looking for a dynamic Emerging Enterprise Startup Core Account Executive for GCR to join our rapidly growing team. This is an exciting Sales role that will make an important impact on the revenue and expansion of our business in Greater China.

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents.

Requirements & Eligibility

• 2-3 years of Startup/ Emerging Enterprise Sales experience exceeding quotas, covering Greater China 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
• 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)

Key Responsibilities

• Assess your accounts and develop a strategy to identify and engage all buying centers
• Use a solution-based approach to selling and creating value for existing accounts
• Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle
• Identify and close quick wins while managing longer, complex sales cycles
• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce
• Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact
• Orchestrate and work with teams to maximise the impact on your ecosystem
• Build value with all engagements to promote successful negotiations to close point