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About the Role
Grow focus customer accounts within the Telecommunications industry by selling complex software deals and guiding them through decision cycles. Understand product value and communicate it to customers and partners, while prospecting for new opportunities and closing new accounts.
Responsibilities
- Secure new logos with strategic accounts in the Telecommunications vertical.
- Create a focused and targeted logo acquisition strategy.
- Expand Databricks use cases in existing and newly won accounts to maximize customer impact.
- Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles.
- Build value in all engagements to guide successful negotiations.
- Plan, document, and drive the growth of Databricks usage for 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.
- Orchestrate and use Databricks teams and ecosystem partners to maximize sales motion impact.
Requirements
- 10+ years experience selling multi-million dollar complex software deals to recognizable organizations within the Enterprise segment.
- Selling experience to Enterprise Telecommunications 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.
- 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.
Experience Level
- 10+ years experience selling multi-million dollar complex software deals
- 5+ years of experience in sales methodologies and processes
Benefits
- Comprehensive benefits and perks that meet the needs of all employees.
About the Company
- Databricks is the Data and AI company.
- More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents.
- Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog.
- Follow Databricks on LinkedIn, X, YouTube, and Instagram.
Equal Opportunity
- At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel.
- We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.
- Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.