Strategic Core Account Executive, Federal System Integrators

About the role

As a Strategic Account Executive at Databricks, you are a sales professional experienced in leading go-to-market campaigns within a set of Federal System Integrators (FSI). You know how to sell innovation and change through customer vision expansion and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating value to Customers and System Integrators.

Responsibilities

• Build relationships with CIOs, IT executives, LOB executives, Program Managers, and other important partners.
• Drive value-based growth within the account.
• Expand the Databricks footprint into new business units and use cases.
• Exceed activity, pipeline, and revenue targets.
• Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce.
• Use a solution-based approach to selling and creating value for customers.
• Promote Databricks' Data Intelligence Platform powered by Apache Spark™ and Delta Lake.
• Prioritize opportunities and leverage appropriate resources.
• Build a plan for success internally at Databricks and externally with your account.

Requirements

• You have previously excelled in an early-stage company – you know how to navigate and be successful with limited oversight.
• You have previous field sales experience within big data, Cloud, SaaS, and a consumption selling motion.
• You have prior customer relationships with CIOs, program managers, and essential decision makers at local accounts.
• You have the ability to simplify a technical capability into a value-based benefit.
• You have 7+ years of Enterprise Sales experience exceeding quotas in larger accounts. Experience selling to FSIs is required.
• You have a Bachelor's Degree.

Qualifications

• Experience managing a targeted enterprise account rather than a broad territory.

Skills

• Strong communication and relationship-building skills.
• Ability to simplify complex technical concepts for non-technical audiences.
• Proven track record of exceeding sales targets in large accounts.
• Experience working with and influencing key stakeholders within FSI clients.

Benefits

Details on specific benefits are available upon request.

Pay

The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location.

Schedule

Details on specific schedules are available upon request.