Emerging Enterprise Core Account Executive

Databricks

About The Position

Reporting to the Senior Manager for Digital Native Business (DNB), as an Emerging Enterprise Account Executive at Databricks, you come with relevant experience selling to Commercial/Mid-Market accounts. As a successful candidate, you are a self-starter who understands the sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to close new business and grow existing accounts in ASEAN market.

Requirements

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)
Simply articulate intricate cloud technologies
Bachelor's Degree or equivalent experience preferred
Fluency in Bahasa Indonesia and experience managing Indonesia/ Malaysia accounts preferred

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 new logo 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
Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform