Enterprise Account Executive, Manufacturing & High Tech

The primary responsibilities of an Enterprise Account Executive at Databricks include driving sales within the Manufacturing & High-Tech vertical, developing and presenting territory plans, managing relationships with CIOs and other key decision-makers, and closing both new and existing accounts. You'll employ a solution-based selling approach to promote Databricks' enterprise cloud data platform while ensuring customer satisfaction and exceeding activity and revenue targets.

An ideal candidate for the Enterprise Account Executive position at Databricks should have over 7 years of experience in enterprise sales, particularly within Cloud, big data, and SaaS environments. Prior relationships with CIOs and decision-makers are crucial, and experience navigating early-stage companies will be beneficial. A solid understanding of Spark, alongside a bachelor’s degree, is also preferred.

Databricks is committed to supporting professional growth through various programs and opportunities. As an Enterprise Account Executive, you will receive guidance in developing strategies for success, mentorship from experienced sales leaders, and access to ongoing training sessions. Additionally, the company offers incentives for exceeding quotas, allowing you to achieve more than just your set targets.

The sales cycle for an Enterprise Account Executive at Databricks can vary, including quick wins and longer, complex sales processes. You will be engaging potential clients in detailed discussions about their needs, navigating through decision-makers, and utilizing Salesforce for tracking progress. The ability to adapt to both short-term and long-term sales strategies is essential for success in this role.

Databricks offers a dynamic and collaborative sales environment where innovation and customer-focused solutions are at the forefront. As an Enterprise Account Executive, you will work closely with cross-functional teams, engage frequently with high-level executives, and contribute to building and executing strategic plans. The supportive atmosphere and incentivizing culture ensure that you’re empowered to exceed expectations and drive success.

When approaching new accounts, I start by conducting thorough research to understand their business and industry needs. From there, I focus on building rapport with key decision-makers, presenting tailored solutions, and addressing any pain points they may have. My approach is consultative, aiming to provide value and guide the discussion towards closing the sale.

I prioritize opportunities by evaluating factors such as the strategic importance of the account, the potential deal size, and the sales cycle timeline. I categorize leads into high, medium, and low priority to ensure I allocate my time effectively, focusing on those with the highest likelihood of closing and where I can deliver the most value.

To engage CIOs and IT executives, I emphasize understanding their business challenges and aligning my solutions with their strategic objectives. I use data and case studies to demonstrate the ROI of our platform, ensuring that discussions are focused on how we can help them achieve their goals, thus fostering meaningful connections.

In a previous role, I faced a situation where the potential customer had concerns about our pricing. I took the time to understand their budget constraints while positioning the long-term savings and scalability of our solution. Through open communication, creative problem-solving, and a willingness to tailor the offer, I successfully closed the deal while maintaining a strong relationship.

Maintaining relationships with existing accounts is vital for continued success. I regularly check in with clients to understand their evolving needs and provide ongoing support. Simultaneously, I allocate time to pursue new opportunities, often leveraging my relationships with current clients as references to open doors to new accounts.

I stay updated with industry trends by regularly reading industry publications, attending webinars, and participating in relevant conferences. Additionally, I engage with professional networks and forums where experts share insights, ensuring I’m knowledgeable about the latest developments and best practices in big data and cloud technology.

I typically use metrics such as revenue growth, quota attainment, number of closed deals, and customer satisfaction scores to measure my sales success. By tracking these metrics regularly, I can assess my performance, identify areas for improvement, and adapt my strategies accordingly to ensure continuous growth.

In my previous role, I was faced with a challenging sales target for a new product launch. I developed a specific action plan that included targeted outreach, leveraging existing relationships, and holding educational webinars. By executing this plan diligently, I exceeded my target by 30% within the quarter.

I tailor my sales pitch based on the stakeholder's role and perspective. For executives like CIOs, I focus on strategic ROI and long-term benefits, while for program managers, I emphasize practical applications and operational efficiencies. Understanding their unique concerns allows me to deliver a more effective and personalized pitch.

I consider my greatest strength as an Enterprise Account Executive to be my ability to build relationships and trust with clients. I believe in a consultative selling approach, where I genuinely seek to understand customer needs and tailor my solutions accordingly. This fosters strong partnerships that drive long-term success for both clients and the company.