# Enterprise Account Executive - Public Sector

**Company:** [Databricks](https://hotfix.jobs/companies/databricks)
**Location:** Tokyo, Japan
**Role:** Account Executive
**Experience:** 8+ years
**Skills:** SaaS, Cloud Computing, Artificial Intelligence, Big Data, Data Platforms, Machine Learning, MEDDPICC, Value Selling, Account Planning, Government Procurement, Rfp Processes, Partner Management
**Posted:** 2026-09-07

> Owns strategic sales of a data and AI platform to Japan’s government and public sector, managing complex full-cycle deals, executive relationships, procurement processes, and partner-led delivery. Requires 8+ years of relevant sales experience in Japan and strong public sector expertise.

## Job Description

## Responsibilities

- Own and exceed revenue targets by winning new public sector customers across Japan, including central ministries, local governments, government agencies, and public institutions.
- Develop and execute territory and account strategies to identify, prioritize, and win high-potential public sector accounts.
- Plan, document, and drive expansion of data and AI platform usage in newly landed accounts, turning initial projects into broader platforms.
- Identify AI and data use cases in government operations and contribute insights to Japan’s public sector go-to-market, product direction, and regional strategy.
- Use a solution-oriented, value-based sales approach that links the platform to measurable outcomes for public services and citizens.
- Orchestrate internal teams and SI, cloud, and consulting partners to run effective sales motions and deliver customer outcomes.

## Requirements

- 8+ years of SaaS, cloud, AI, or big data sales experience in Japan, including meaningful exposure to public sector accounts.
- Proven ability to drive adoption of new technologies through a consultative, solutions-oriented sales approach.
- Ability to navigate complex public sector stakeholder ecosystems and build consensus across departments, budget owners, and decision-making layers.
- Deep understanding of public sector priorities in Japan, including buying processes, buying cycles, decision-making structures, and partner ecosystems.
- Extensive experience with Japanese government procurement, including budget formulation and execution, tender/RFP processes, evaluation criteria, and relevant compliance and security frameworks.
- Experience applying structured sales methodologies such as account planning, MEDDPICC, value selling, or Command of the Message.
- Proven track record of creating customer champions and leading collaborative internal and external teams through implementation and expansion within strategic accounts.
- Understanding of how to build a focused public sector partner strategy and manage SI, cloud, and consulting partners to jointly win and deliver large projects.

## Nice to Have

- Experience selling usage-based PaaS/SaaS or data, AI, and ML solutions.

## Compensation and Benefits

- Comprehensive benefits and perks are offered, with details varying by region.

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