Account Executive

Summary

Join Databricks, a leading data and AI company, as a Startup Account Executive and contribute to solving complex problems using data and AI. Reporting to the Director of Sales, you will be responsible for selling to Enterprise or Commercial/Mid-Market accounts. As a successful candidate, you will be a self-starter with experience in consumption sales, passionate about solving business challenges, and skilled at initiating and advancing conversations to value delivery. You will 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.

Requirements

• 2+ years of experience with relevant software sales in a direct sales role
• 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 Italian 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
• Fluent Italian and business English is required

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

Preferred Qualifications

Bachelor's Degree or equivalent experience preferred

Benefits

• At 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, please visit https://www.mybenefitsnow.com/databricks