About The Position
As a Strategic Account Executive at Databricks, you are a seller who leads go-to-market campaigns with strategic Defense Industrial Base (DIB) partners and government programs. You know how to sell innovation and change by engaging technical leaders and line-of-business executives. You are passionate about bringing commercial technology to government programs and reducing time to market for cutting edge capabilities. Databricks is a leader in the Unified Data Analytics and AI space and is "battle tested”, trusted by Fortune 100 enterprises, federal agencies, and global defense contractors for mission-critical workloads, with documented capacity to manage petabyte-scale data and support tens of thousands of concurrent users. As we continue our rapid expansion, we’re looking for a creative, execution-oriented seller to join the Public Sector team and scale the Partner motion across the Defense Industrial Base. Reporting to our Director for Federal Service Integrators and Defense Industrial Base, you will be the key driver for activating joint solution selling and expanding Databricks’ footprint in the defense sector. You will come with an informed point of view on data platforms, AI/ML architectures, and application development which will shape the evolution of battle management and mission systems.
Requirements
- U.S. Federal programs and procurement familiarity. Deep understanding of programs of record and how government buys, e.g., FAR/DFARS, PPBE budget cycles, and common pathways (IDIQ/GWAC, OTA)
- Architectural fluency. Ability to explain how Databricks integrates within a Defense Industrial Base-style enterprise architecture and align this to business outcomes; you will be paired with a Solution Architect who owns the reference architecture and technical build-out
- DIB familiarity. Prior experience selling to or partnering with RTX, Lockheed Martin, Northrop Grumman, BAE, General Dynamics, Boeing or comparable defense primes
- Executive selling breadth. Proven success selling to CROs, Heads of Product and Line-of-Business executives (beyond IT/CDO only)
- Builder mindset. Comfortable operating with autonomy in fast-moving and sometimes ambiguous environments; you know how to create structure, drive alignment, and land results with limited oversight
- Security clearance and experience handling classified or sensitive defense contracts
- Excellent communication, value-storytelling and negotiation skills
- Bachelor’s degree
Nice To Haves
- Familiarity with Databricks or similar data analytics platforms
- Understanding of cloud platforms and data architectures relevant to defense workloads
Responsibilities
- Build executive relationships with CROs, Heads of Product, Line-of-Business leaders, program managers, and other critical stakeholders at defense industrial base primes such as Raytheon, Lockheed Martin, and Northrop Grumman
- Evaluate and quantify modernization benefits for existing federal programs, from baseline current-state architectures and workflows to proposed target architectures on Databricks
- Drive value-based growth (building joint business plans, co-sell motions, and end-customer activation) to create and close opportunities that expand Databricks consumption
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
5,001-10,000 employees
