Enterprise Account Executive (Core Accounts - Greece)

As an Enterprise Account Executive at Databricks, your primary responsibilities include managing and expanding relationships with enterprise-class clients in Greece and the Adriatics, devising strategies to meet and exceed revenue targets, identifying new business opportunities, and acting as a trusted advisor on Data and AI-related subjects. You'll work closely with key decision-makers and utilize your knowledge of advanced analytics to deliver significant value and drive successful negotiations.

To be successful as an Enterprise Account Executive at Databricks, candidates should have a strong track record in sales, ideally with experience selling to large enterprise customers in Greece and the Adriatics. Proven experience in handling complex software deals is essential, along with a deep understanding of consumption-based sales models. Fluency in both English and Greek is critical, and familiarity with sales methodologies such as MEDDPICC and value selling will greatly enhance your effectiveness.

An Enterprise Account Executive at Databricks plays a crucial role in driving growth by assessing key accounts, developing strategies to increase revenue, and fostering strong relationships with decision-makers. By identifying new business opportunities and expanding existing use cases, you significantly enhance our market presence and help clients unlock the full potential of our Data Intelligence Platform, contributing to overall company success.

Critical skills for an Enterprise Account Executive at Databricks include excellent communication and relationship-building abilities, strong analytical skills to understand data and make informed decisions, and the ability to navigate complex sales environments. Experience with enterprise sales strategies, robust account planning, and an understanding of Data and AI trends will also set you apart in this role.

The ideal candidate for the Enterprise Account Executive position at Databricks is a results-driven sales professional with extensive experience in handling large enterprise accounts in Greece and the Adriatics. They thrive in a competitive landscape, demonstrate proficiency in complex software sales, possess strong analytical capabilities, and can build effective internal partnerships to support the execution of strategic plans. Fluent English and Greek communication skills are essential for this role.

When discussing your sales strategy, highlight your approach to understanding client needs, leveraging data insights, and building long-term relationships. Talk about how you develop tailored strategies to engage key decision-makers and identify opportunities for upselling and cross-selling while ensuring alignment with client goals.

When preparing your response, emphasize your ability to actively listen to client concerns, empathize with their position, and provide data-backed responses that highlight how Databricks can solve their challenges. Share a specific example of overcoming an objection and the positive outcome that followed.

In your answer, be specific about your experience with consumption-based models, where pricing is linked to usage rather than upfront costs. Share how you have successfully navigated such models in previous roles, identifying demand creation opportunities that delivered significant business value.

Share a specific example detailing the client’s needs, the complexity of the deal, and your approach to negotiation and closing. Discuss the obstacles faced, the strategies employed to build consensus among stakeholders, and the ultimate success achieved in sealing the deal.

Explain your approach to prioritizing accounts based on potential revenue, relationship history, and alignment with strategic goals. Discuss the tools or methodologies you use for pipeline management and how you continuously assess and adjust your focus based on sales forecasts and changing market dynamics.

When answering this question, provide a clear example that illustrates how you identified a gap in the market or within a client’s business, promoting the value of Databricks in addressing those needs. Discuss specific strategies employed to generate interest and nurture leads into conversions.

In your response, emphasize your commitment to continuous learning through industry publications, networking, attending conferences, or pursuing further education. Discuss how staying informed has influenced your sales strategy and helped you better serve your clients.

Outline techniques such as scheduling regular check-ins, understanding their business priorities, and providing insights and value through relevant data and trends. Mention how you customize your approach based on the executive’s communication style and preferences to strengthen collaboration.

Discuss your methods for gathering data from your sales pipeline, analyzing historical trends, and maintaining clear communication with internal teams. Highlight the importance of flexibility and adjusting forecasts based on current market conditions while ensuring accountability in your predictions.

Emphasize the significance of collaboration in achieving successful outcomes and your experience working with cross-functional teams. Discuss how effective teamwork leads to better understanding client needs and creates a seamless approach to delivering value, ultimately leading to higher sales success.