Enterprise Account Executive - Telecommunications

The role

You will grow focus customers in the Telecommunications industry. You will secure new logos, expand use cases, and establish C-Level relationships to drive Databricks usage.

What you will do

• Secure new logos with strategic accounts in the Telecommunications vertical.
• Create a focused and targeted logo acquisition strategy.
• Expand Databricks use cases in existing and newly won accounts.
• Establish essential C-Level relationships.
• Build value in all engagements to guide successful negotiations.
• Plan, document, and drive the growth of Databricks usage for customers.
• Develop a deep and detailed understanding of the customer's business.
• Provide leadership to the customer, important staff, and technical teams.
• Identify important data use cases and buying centers in an opportunity.
• Orchestrate Databricks teams and ecosystem partners.

Required qualifications

• 10+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment.
• Selling experience to the Enterprise Telecommunications customers in Japan.
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
• Background of selling usage-based SaaS solutions, or other Data/ AI/ML technologies.
• 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
• Build customer champions and collaborative teams to support the implementation of the expansion plan.
• Understanding of how to develop a clear partner strategy and manage it to success.

About the company

Databricks is the Data and AI company. More than 20,000 organizations worldwide rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents.