Enterprise Account Executive - Public Sector

About the Company

Responsibilities

• ● Own and exceed revenue targets by winning new public sector customers across Japan, including central ministries, local governments, government agencies, and public institutions.
• ● Develop and execute a clear territory and account strategy to identify, prioritize, and win high-potential public sector accounts.
• ● Plan, document, and drive the expansion of Databricks usage in newly landed accounts, turning initial projects into broad, high-impact data and AI platforms.
• ● Proactively identify new AI and data use cases in government operations and feed these insights into Japan's public sector go-to-market, influencing product direction and regional strategy.
• ● Use a solution-oriented, value-based sales approach that links Databricks to measurable outcomes for public services and citizens.
• ● Orchestrate Databricks' internal teams and our ecosystem of partners to run effective sales motions and deliver successful customer outcomes.

Requirements

• ● 8+ years of SaaS, cloud, AI, or big data sales experience in Japan, with meaningful exposure to public sector accounts and a proven ability to drive adoption of new technologies through a consultative, solutions-oriented sales approach.
• ● Demonstrated ability to navigate complex public sector stakeholder ecosystems, building consensus across multiple departments, budget owners, and decision/approval layers.
• ● Deep understanding of public sector priorities in Japan, including typical buying processes, buying cycles, decision-making structures, and the broader ecosystem of partners that support government projects.
• ● Extensive experience with Japanese government procurement, including familiarity with budget formulation and execution, tender/RFP processes, evaluation criteria, and relevant compliance and security frameworks.
• ● Strong background in selling usage-based PaaS/SaaS or data, AI, and ML solutions is highly preferred.
• ● Solid experience applying structured sales methodologies and processes to win complex, multi-stakeholder deals.
• ● Proven track record of creating strong customer champions and leading collaborative internal and external teams to support implementation and expansion within strategic accounts.
• ● Clear understanding of how to build a focused partner strategy for the public sector and manage SI, cloud, and consulting partners to jointly win and deliver large, impactful projects.