SLSQ427R14

As a Strategic Account Executive, your primary mission will be to identify, acquire, and grow new business opportunities across components of the DOW R&E and OUSD. This role is focused on securing new logos and driving revenue growth. You are a proactive "hunter" who thrives on building relationships, navigating complex sales cycles, and closing high-value deals. 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 Director, Sales DOD.

The impact you will have:

• 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, who will, in turn, be your industry advocates.
• 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, to increase the impact of Databricks in an organization.
• Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

What we look for:

• 7+ years of experience selling complex software deals to the region's recognizable organizations within the DOD/DOW space, preferably within R&E/ OUSD.
• 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.
• Experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
• 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.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 2 Pay Range

$272,000-$374,000 USD

BenefitsAt Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.