Enterprise Account Executive - Travel, Transport, Logistics & Hospitality

Want to help solve the world's toughest problems with big data and AI? This is what we do every day at Databricks.

As a Named Enterprise Account Executive, you will come with an informed and compelling point of view on the Big Data, Advanced Analytics, and AI space which will guide your successful strategy and, together with both our teams and partners, allow you to provide exceptional value to our customers within the Travel, Transport, Logistics & Hospitality (TTLH) sector. Reporting to the Director, Enterprise Sales, you will be looking for opportunities to close new accounts while also growing existing accounts.

The impact you will have:

• You will provide the industry insight and business creativity required to design and develop unique use cases and solutions that differentiate Databricks within the TTLH segment.
• You will co-develop a business plan, with your team and ecosystem partners, that accelerates existing customer success, identifies and acquires new customers and enables you to exceed quarterly/annual usage and booking goals
• You will motivate a diverse team of big data and AI professionals to implement your business plan
• You will lead your team, customers, and partners to identify impactful big data and AI use cases whilst proving their value on the Databricks Data Intelligence Platform
• You will support the broader big data and AI transformation goals of your customers through a combination of strategic partnerships, well-scoped professional services, training, and targeted Executive engagement
• You will build exceptional value with all engagements to guide successful negotiations to close

What we look for:

• Experience in direct sales of enterprise software platforms to large enterprises
• Knowledge of the Data & AI space with technology sales experience
• Longevity with previous employers
• Quota over-achievement when selling complex software and services to Enterprise accounts
• Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
• Methods for co-developing business cases and gaining support from C-level Executives
• Familiarity with sales methodologies and process (e.g Territory and Account planning, MEDDPICC, Challenger Sales and Command of the Message)
• Experience developing partnerships with "champions" and client teams to support execution of your territory plan
• Experience developing a clear partner strategy and implement it to achieve success
• Understanding of consumption-based, land and expand sales models advantageous
• Understanding of how to identify important uses cases and buying centres to increase the impact of Databricks for clients
• Contribute to a culture of collective success by bringing a track record of excellence and a commitment to maintaining our high-performance standards.

About Databricks

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