Enterprise Account Executive - FSI

About the Company

Responsibilities

• ● Secure new logos with strategic accounts in the FSI vertical.
• ● Create a focused and targeted logo acquisition strategy.
• ● Expand Databricks use cases in existing and newly won accounts to maximize impact for customers.
• ● Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.
• ● Build value in all engagements to guide successful negotiations.
• ● Plan, document, and drive the growth of Databricks usage for your customers.
• ● Develop a deep and detailed understanding of the customer's business.
• ● Provide leadership to the customer, important staff, and technical teams.
• ● Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization.
• ● Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

Requirements

• ● 5+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment.
• ● Selling experience to the Enterprise FSI customers in Japan.
• ● Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
• ● Background of selling usage-based SaaS solutions, or other Data/ AI/ML technologies.
• ● 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
• ● 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use.
• ● Build customer champions and collaborative teams to support the implementation of the expansion plan.
• ● Understanding of how to develop a clear partner strategy and manage it to success.