Enterprise Account Executive - State and Local Government

The Enterprise Account Executive at Databricks is tasked with managing complex sales cycles, presenting to C-level executives, and closing both new and existing accounts. You will also focus on quick wins while managing longer sales processes, ensuring customer satisfaction, and utilizing Salesforce to track all customer interactions and forecasts.

Databricks looks for candidates with 4 to 6 years of sales experience specifically in the State and Local Government sector. A background in big data, Cloud, or SaaS sales is preferred, along with a proven track record of delivering business value to customers and a passion for cloud technologies.

Compensation for the Enterprise Account Executive in this role at Databricks is competitive, featuring a base salary range that can vary based on experience and other factors. Additional incentives include commission opportunities, performance bonuses, and potential equity. The specified pay range is $204,800—$362,400, depending on the location and individual qualifications.

Databricks stands out by being the data and AI company with over 10,000 organizations relying on its platform to unify data analytics and AI. Founded by the original creators of Apache Spark™, it offers a dynamic work environment focused on innovation, collaboration, and professional growth for its sales teams.

An effective sales strategy for an Enterprise Account Executive at Databricks involves a solution-based approach to selling, understanding customer needs, promoting our advanced cloud data platform, and utilizing strategic planning to prioritize opportunities for success both internally and with clients.

Key skills necessary for success as an Enterprise Account Executive at Databricks include strategic sales acumen, the ability to manage complex sales cycles, excellent communication skills, familiarity with Salesforce, and a genuine passion for technology, particularly in the realms of cloud and big data solutions.

An Enterprise Account Executive at Databricks has ample growth opportunities, including potential advancement to senior sales roles or leadership positions. The supportive culture and strong emphasis on professional development ensure that team members have the resources to enhance their skills and advance their careers.

When answering this question, highlight key elements of your sales cycle, including how you identified the needs of the customer, the strategies you used to close the deal, and any challenges you overcame. Emphasize the value you delivered to the client and the lessons learned.

Discuss strategies for connecting with C-level executives, such as understanding their business objectives, tailoring your pitch to address their specific challenges, and using data-driven insights to demonstrate how your solution can add value to their organization.

Explain your approach to maintaining visibility during long sales cycles, such as regular follow-ups, project updates, and nurturing relationships. Include relationship-building techniques and how you keep the customer engaged throughout the process.

Share a specific example where your efforts led to exceeding targets. Outline the strategies used to achieve this success and specific metrics to quantify your results, providing evidence of your sales effectiveness.

Detail your hands-on experience with Salesforce, emphasizing how you've utilized it for tracking customer interactions, managing sales pipelines, and forecasting revenue. Mention any relevant metrics that highlight your effectiveness in using the platform.

Demonstrate your knowledge of Databricks, focusing on its role in data and AI, key products such as the Data Intelligence Platform and how they empower organizations. Illustrate how your understanding of their offerings aligns with your potential contributions.

Provide examples of how you've pinpointed quick wins by conducting market research and identifying low-hanging fruit. Discuss your approach for balancing quick wins with longer-term sales goals to create a well-rounded strategy.

Highlight the importance of customer satisfaction in securing repeat business and referrals. Explain how you incorporate feedback into your sales strategy and why maintaining a customer-first approach drives your success.

Prepare a compelling anecdote of a situation where you faced a significant challenge in closing a deal. Outline the steps you took, the solutions you implemented, and the ultimate outcome to illustrate your problem-solving abilities and resilience.

Discuss the benefits of cloud and big data solutions, such as scalability, efficiency, and innovation. Relate these advantages to the overarching goals of State and Local Governments and how they can transform their operations using Databricks' offerings.