Strategic Enterprise Account Executive, Life Sciences

As a Strategic Enterprise Account Executive at Databricks, your key responsibilities include meeting with IT executives and essential decision-makers to close new and existing accounts, managing both short-term wins and longer complex sales cycles. You'll leverage a solution-based approach to selling, track customer details in Salesforce, and promote Databricks' innovative enterprise cloud data platform.

To become a Strategic Enterprise Account Executive at Databricks, candidates should have a Bachelor's Degree, 10+ years of experience exceeding sales quotas, and a background in field sales within big data, cloud, or SaaS. Previous customer relationships with key decision-makers and an understanding of Spark and big data are also preferred.

Databricks supports its Strategic Enterprise Account Executives by providing a collaborative environment focused on success. This includes access to robust resources for customers, comprehensive training, and a compensation structure that rewards high performance, including accelerators for exceeding quotas.

At Databricks, the work culture for Strategic Enterprise Account Executives is dynamic and inclusive, where collaboration and innovation are paramount. Employees are encouraged to share ideas, seek new opportunities, and leverage their expertise within a supportive team structure that prioritizes customer success.

The compensation for a Strategic Enterprise Account Executive at Databricks ranges from $225,200 to $398,600 USD based on experience and location. Packages may include base salary, performance bonuses, equity, and comprehensive benefits, making it a competitive offer in the industry.

When discussing your experience in closing complex sales, focus on specific deals you've managed, detailing the length of the sales cycle, strategies you used to navigate challenges, and how you leveraged relationships to finalize contracts. Highlight metrics like percentage of sales targets exceeded.

To discuss your prioritization strategy, explain your approach to analyzing customer needs, potential revenue, and urgency of opportunities. Use examples from past experiences where prioritization led to successful outcomes.

Discuss your strategies for building relationships, such as personalizing interactions, understanding their pain points, and providing value through insights or resources. Share stories where your relationships resulted in successful sales.

You can explain your method for staying informed, such as following industry publications, attending conferences, and leveraging networks. Mention specific trends in Life Sciences that you’ve incorporated into sales strategies.

Customer feedback is critical in refining your sales tactics. Discuss how you gather feedback, analyze it, and implement changes to ensure customer satisfaction and tailor your sales strategy according to their needs.

In this response, share a specific example with metrics to illustrate not only how you achieved this but also the actions you took to go beyond expectations, such as identifying unexpected opportunities or enhancing customer engagement.

Discuss your method for addressing objections by staying calm and focused, actively listening to concerns, and providing thoughtful responses with factual support. Include examples where handling objections helped close a deal.

Explain your solution-based approach to selling cloud technologies, emphasizing the importance of understanding the product deeply, its value proposition, and tailoring presentations to meet specific customer needs and objectives.

Describe your use of CRM tools, like Salesforce, to keep track of customer interactions, next steps, and forecasting. Highlight the importance of keeping detailed records and how it aids in managing your sales pipeline effectively.

To answer this question, reflect on your alignment with Databricks’ mission, passion for cloud technology, and eagerness to contribute to their growth. Mention specific aspects of Databricks' culture or products that excite you.