Enterprise Account Executive
Drives net-new enterprise adoption of Databricks across strategic Middle East and Africa accounts, managing complex consumption-based sales cycles and executive relationships. The role requires strong cloud or Data and AI sales experience, partner collaboration, value-based selling, and a London base with potential relocation to Dubai.
About the job
Responsibilities
- Assess accounts and develop strategies to engage buying centers, drive deals forward, and shorten decision cycles.
- Use a solution-led approach to create value for new-logo accounts.
- Identify and close quick wins while managing complex sales cycles.
- Own a defined prospect list and target critical stakeholders.
- Support customer transformation through strategic partnerships, services, training, and executive engagement.
- Build value throughout the sales process and guide successful negotiations.
- Orchestrate cross-functional teams and ecosystem partners.
- Own the consumption narrative and use demand plans to surface high-value use cases.
- Deliver technical and business outcomes through the Databricks Intelligence Platform.
Requirements
- Strong new-business development background with a record of closing deals and exceeding quota in consumption-based SaaS, PaaS, or IaaS businesses.
- Experience navigating procurement frameworks and mechanisms.
- Background in cloud software, open-source technology, data, or AI.
- Experience driving adoption of usage-based SaaS services and co-selling with AWS, Azure, or Google Cloud.
- Ability to identify use cases and buying centers to expand customer value.
- Ability to co-develop business cases and secure C-level sponsorship.
- Experience building champions, collaborative teams, and productive partnerships.
- Understanding of consumption-based land-and-expand sales models.
- Familiarity with sales methodologies such as account planning, MEDDPICC, and Value Selling.
- Accurate forecasting and a consistent track record of success.
- Experience working with integration partners.
- Fluent English.
- Based in London with potential relocation to Dubai in 2027 and availability for travel.
Benefits
- Comprehensive benefits and perks tailored to employees' regional needs.
Skills
SaaS, Paas, Iaas, Cloud Software, Open-Source Technology, Data And Ai, AWS, Microsoft Azure, GCP, MEDDPICC, Value Selling, Account Planning, Sales Forecasting, Data Analytics
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