Enterprise Account Executive, High Tech

An Enterprise Account Executive at Databricks is responsible for driving enterprise sales within the Manufacturing & High-Tech vertical. This involves forging relationships with decision-makers like CIOs and closing new accounts while nurturing existing ones. You’ll present strategic territory plans and utilize a solution-based approach to showcase the value of Databricks' cloud data platform.

To qualify for the Enterprise Account Executive role at Databricks, candidates should have over 7 years of experience in enterprise sales, particularly in big data, cloud, and SaaS environments. Successful candidates will possess a strong understanding of cloud technologies and ideally have prior relationships with key decision-makers in relevant industries.

Databricks supports the success of its Enterprise Account Executives by offering aggressive accelerators for exceeding quotas, a collaborative work environment, and comprehensive training on its cloud data platform. Furthermore, the company prioritizes equipping sales professionals with detailed insights and customer metrics for effective engagement.

The compensation range for an Enterprise Account Executive at Databricks varies based on several factors, including location and experience. The base salary ranges from $245,300 to $376,200, with potential for annual performance bonuses and equity, promoting a fair and equitable compensation model.

Key responsibilities for an Enterprise Account Executive in High-Tech at Databricks include developing a territory plan, closing both new and existing accounts, managing complex sales cycles, exceeding activity and revenue targets, and ensuring 100% customer satisfaction through strategic relationship building.

When building relationships with key decision-makers, I focus on understanding their business challenges and aligning Databricks’ solutions to meet their needs. This involves regular communication and trust-building, ensuring a partnership mentality rather than merely a sales transaction.

I prioritize sales opportunities based on their potential impact on the business, the urgency of the client's needs, and the complexity of the sales cycle. I utilize CRM tools to track each opportunity's status and ensure I allocate my time effectively to high-priority accounts.

To exceed sales targets, I employ a mix of strategic prospecting, thorough market research, and a focus on delivering tailored solutions. I leverage customer testimonials and case studies to demonstrate value, which often helps close deals more rapidly.

I handle objections by first listening carefully to the customer’s concerns, acknowledging their perspective, and then addressing their objections with data-backed responses that reinforce the value of Databricks’ offerings, ultimately guiding them towards a positive solution.

I have hands-on experience with big data technologies including Spark through my previous roles, where I collaborated closely with technical teams to understand the product better and articulate its benefits effectively to clients for their unique use cases.

In a recent role, I closed a significant deal with a Fortune 500 company by first identifying their need for improved data processing capabilities. I followed a structured approach, involving multiple stakeholder meetings and presentations that demonstrated how Databricks would meet their needs, ultimately securing the contract.

Ensuring customer satisfaction post-sale involves regular follow-ups, conducting check-in meetings, and providing ongoing support. I make it a point to address any questions or issues promptly, reinforcing our commitment to them beyond just the sale.

Salesforce is integral to my sales process as it allows me to track customer interactions, manage opportunities, and forecast revenue accurately. I rely on it to keep all client-related information organized and accessible, enhancing efficiency and productivity.

I approach territory planning methodically by analyzing data analytics and customer segments to identify potential high-value accounts. I then devise a strategic plan with actionable steps to engage and drive sales within those territories effectively.

I am drawn to Databricks due to its innovative approach in the data and AI sphere and its commitment to customer success. The High-Tech vertical especially excites me as it’s pivotal for businesses looking to leverage data for transformation and competitive advantage, and I’m eager to be part of that journey.