Enterprise Account Executive - Media
The Enterprise Account Executive will acquire and expand strategic Media accounts in Japan, selling Databricks’ usage-based Data and AI platform. The role requires at least five years of complex enterprise software sales experience, strong industry knowledge, and expertise in value-based sales methodologies.
About the job
Responsibilities
- Secure new logos with strategic accounts in the Media vertical.
- Create a focused and targeted logo acquisition strategy.
- Expand Databricks use cases in existing and newly won accounts to maximize customer impact.
- Establish C-level relationships with Engineering, Platform, Architecture, and Data Science stakeholders.
- Build value in engagements to guide successful negotiations.
- Plan, document, and drive Databricks usage growth for customers.
- Develop a deep understanding of each customer's business.
- Provide leadership to customers, key staff, and technical teams.
- Identify data use cases and buying centers to increase Databricks' organizational impact.
- Orchestrate Databricks teams and ecosystem partners across sales motions.
Requirements
- 5+ years of experience selling complex, multimillion-dollar software deals to recognizable enterprise organizations.
- Experience selling to enterprise Media customers in Japan.
- Knowledge of segment priorities, buying processes, buying cycles, decision-making processes, and the ecosystem.
- Experience selling usage-based SaaS solutions or Data, AI, and ML technologies.
- 5+ years of experience with sales methodologies and processes, including account planning, MEDDPICC, value selling, and Command of the Message.
- 5+ years of experience hunting in greenfield spaces while consulting with existing accounts to expand usage.
- Ability to build customer champions and collaborative teams supporting expansion plans.
- Understanding of how to develop and execute a partner strategy.
Skills
SaaS, Data, Artificial Intelligence, Machine Learning, MEDDPICC, Value Selling, Command Of The Message, Account Planning, Partner Strategy, Enterprise Sales
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