Enterprise Account Executive - Hunter (New Logo)

At Databricks, a Most Loved Workplace® certified employer in the Technology space, Democratizing data and AI for every organization worldwide.

<p>SLSQ227R241</p>

<p>As an Enterprise Account Executive - Hunter, your primary mission will be to identify, acquire, and grow new business opportunities across multiple industries. </p>

<p>This role is focused on securing new logos and driving revenue growth by targeting Enterprise accounts in diverse sectors. You are a proactive "hunter" who thrives on building relationships, navigating complex sales cycles, and closing high-value deals. You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships. You will report to the Director, Sales in Japan.</p>

<p><strong>The impact you will have:</strong></p>

<ul>

<li>Secure new Enterprise accounts across multiple industries, creating a strong foundation for long-term partnerships.</li>

<li>Develop and execute a focused strategy for identifying and winning high-potential accounts in untapped markets.</li>

<li>Identify and close quick wins while managing longer, complex sales cycles.</li>

<li>Plan, document, and drive the growth of Databricks usage in newly won accounts to maximize customer impact.</li>

<li>Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.</li>

<li>Use a solution-based approach to selling and creating value for customers.</li>

<li>Develop a deep and detailed understanding of the customer's business.</li>

<li>Provide leadership to the customer, important staff, and technical teams.</li>

<li>Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization.</li>

<li>Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.</li>

</ul>

<p><strong>What we look for:</strong></p>

<ul>

<li>5+ years of experience selling multi-million dollar complex software deals to the region's recognizable organizations within the Enterprise segment.</li>

<li>Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem</li>

<li>Background in selling usage-based PaaS/ SaaS solutions, or other Data/ AI/ML technologies.</li>

<li>5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.</li>

<li>5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use.</li>

<li>Build customer champions and collaborative teams to support the implementation of the expansion plan.</li>

<li>Understanding of how to develop a clear partner strategy and manage it successfully.</li>

</ul>

<p>Enterprise Account Executive - Hunterとして、あなたは主なミッションは複数の業界に属する顧客において新しいビジネスチャンスを特定し、獲得し、成長させることです。このロールは新規顧客を獲得し、エンタープライズ顧客におけるターゲットの売上拡大を促進することに重点を置いています。 あなたは、お客様とのリレーションを構築し、複雑な販売サイクルの中で大規模な取引を成立させることに成功する、積極的な「ハンター」です。部門横断のチームと緊密に連携し、お客様のニーズに対応したソリューションを提供し、長期的なパートナーシップを確立していただきます。日本の Sales Director 配下となります。</p>

<p><strong>期待されるインパクト：</strong></p>

<ul>

<li>複数の業界にわたる顧客を獲得し、長期的なパートナーシップのための強力な基盤を構築する。</li>

<li>未開拓の市場で潜在力の高い顧客を特定し、獲得するための焦点を絞った戦略を開発および実行する。</li>

<li>複雑かつ長期の販売サイクルをコントロールし、早期の案件を発掘し獲得する。</li>

<li>新規に獲得した顧客におけるビジネス効果を最大化するため、Databricksの利用拡大を計画、推進する。</li>

<li>エンジニアリング、プラットフォーム、アーキテクチャ、データ サイエンスの役割を含む重要な経営幹部レベルの関係を確立し、業界のアドボケイトとなる。</li>

<li>ソリューションアプローチにより販売し、顧客価値を創出する。</li>

<li>顧客のビジネスを深く詳細に理解する。</li>

<li>顧客、組織、技術チームに対してリーダーシップを発揮する。</li>

<li>顧客の組織内でのDatabricksのインパクトを高めるために、案件における全ての重要なデータのユースケースと利用部門を特定する。</li>

<li>Databricksチームとエコシステムパートナーを連携し、ビジネスへのインパクトを最大化する。</li>

</ul>

<p><strong>求める人材:</strong></p>

<ul>

<li>エンタープライズの著名な組織に数億円規模の複雑なソフトウェア取引を販売した 5 年以上の経験。</li>

<li>優先セグメント、購入プロセス、購入サイクル、意思決定プロセス、エコシステムに関する知識。</li>

<li>従量制の PaaS/SaaS ソリューション、またはその他のデータ/AI/ML テクノロジーを販売した経験。</li>

<li>営業メソッドおよびプロセスにおける 5 年以上の経験。<br>例）アカウントプランニング、MEDDPICC、バリューセリング、Command of the Message。</li>

<li>未開拓市場のハンター営業およびさらなる利用拡大のための既存顧客へのコンサルティングにおける 5 年以上の経験。</li>

<li>拡大計画の実行をサポートする顧客のチャンピオンと協同チームの発掘。</li>

<li>明確なパートナー戦略の策定とそれを成功に導く方法に関する理解。</li>

</ul><div class="content-conclusion"><p><strong>About Databricks</strong></p>

<p><span style="font-family: arial, sans-serif;">Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on <span style="color: rgb(255, 54, 33);"><a style="color: rgb(255, 54, 33);" href="https://twitter.com/Databricks" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://twitter.com/Databricks&source=gmail&ust=1700237575733000&usg=AOvVaw03FL8fJvOD97ytN02f5G2C">Twitter</a>, <a style="color: rgb(255, 54, 33);" href="https://www.linkedin.com/company/Databricks" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.linkedin.com/company/Databricks&source=gmail&ust=1700237575733000&usg=AOvVaw15dLk3q8VxTfHEgCUg7NSt">LinkedIn</a> <span style="color: rgb(0, 0, 0);">and</span> <a style="color: rgb(255, 54, 33);" href="https://www.facebook.com/databricksinc" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.facebook.com/databricksinc&source=gmail&ust=1700237575733000&usg=AOvVaw39EcncitnlqV72EG2-RqXJ">Facebook</a></span>.<br><br><strong>Benefits<br><br></strong></span>At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click <a href="https://docs.google.com/document/d/154un3e8Xav4BceOSlcYFZRGEuQI54xMxVydRwQn54eQ/edit?usp=sharing">here</a>.<br><br></p>

<p><strong>Our Commitment to Diversity and Inclusion</strong></p>

<p>At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.</p>

<p><strong>Compliance</strong></p>

<p><strong><span style="font-weight: 400;">If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.</span></strong></p></div>

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