Enterprise Hunter Account Executive, Federal Civilian at Databricks

Databricks

Remote - Washington D.C.·9h ago

Mid LevelFull-timeData ScienceAIML

Salary Range

$72,250 - $97,750 /year

Estimated

This salary is estimated based on similar roles. The actual salary may vary.

About the Role

We are looking for an Account Executive - Enterprise Hunter to join our team. This role focuses on identifying, acquiring, and growing new business opportunities across multiple industries, with a specific focus on the Federal Civilian space.

Key Responsibilities

→Secure new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships.
→Develop and execute a focused strategy for identifying and winning high-potential accounts in untapped markets.
→Identify and close quick wins while managing longer, complex sales cycles.
→Plan, document, and drive the growth of Databricks usage in newly won accounts to maximize customer impact.
→Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles.
→Use a solution-based approach to selling and creating value for customers.
→Develop a deep and detailed understanding of the customer's business.
→Provide leadership to the customer, important staff, and technical teams.
→Identify all important data use cases and buying centers in an opportunity.
→Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

Requirements

✓5+ years of experience selling multi-million dollar complex software deals to recognizable organizations within the Federal Civilian space.
✓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.
✓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.