Enterprise Account Executive - Manufacturing
The Enterprise Account Executive will acquire and expand strategic Manufacturing customers in Japan, selling complex usage-based SaaS and Data/AI/ML solutions. The role requires at least five years of enterprise software sales experience, strong industry knowledge, and expertise in consultative sales methodologies.
About the job
Responsibilities
- Secure new logos with strategic enterprise accounts in the Manufacturing vertical.
- Create a focused, targeted logo acquisition strategy.
- Expand Databricks use cases in existing and newly won accounts to maximize customer impact.
- Establish C-level relationships across Engineering, Platform, Architecture, and Data Science organizations.
- Build value in engagements to guide successful negotiations.
- Plan, document, and drive the growth of Databricks usage 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.
- Build customer champions and collaborative teams to support expansion plans.
- Develop and manage partner strategies.
Requirements
- 5+ years of experience selling complex, multi-million-dollar software deals to recognizable enterprise organizations.
- Experience selling to enterprise Manufacturing customers in Japan.
- Knowledge of Manufacturing segment priorities, buying processes, buying cycles, decision-making processes, and ecosystems.
- Experience selling usage-based SaaS solutions or Data, AI, or ML technologies.
- 5+ years of experience with sales methodologies and processes such as account planning, MEDDPICC, value selling, and Command of the Message.
- 5+ years of experience hunting in greenfield markets while consulting with existing accounts to expand usage.
Skills
SaaS, Data, Artificial Intelligence, Machine Learning, MEDDPICC, Value Selling, Command Of The Message, Account Planning, Partner Strategy, Enterprise Sales
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