Emerging Enterprise Account Executive

As a DNB Geo Hunter Account Executive at Databricks, you come with relevant experience selling to Digital Native / Startup accounts. As a successful candidate, you are a self-starter who understands the sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to close new business and grow existing accounts in ASEAN market. You will report to the Sr. Manager, Emerging Enterprise & DNB The impact you will have: • Assess your accounts and develop a strategy to identify and engage all buying centers • Use a solution-based approach to selling and creating value for new logo accounts • Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle • Identify and close quick wins while managing longer, complex sales cycles • Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce • Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact • Orchestrate and work with teams to maximise the impact on your ecosystem • Build value with all engagements to promote successful negotiations to close point • Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform What we look for: • 3+ years of Digital Native Startups Sales experience exceeding quotas, covering Singapore/ SEA accounts or territory • Experience in working in a consumption-based sales motion • Strong closing experience and evidence of exceeding sales quota • Ability to navigate and be successful in a fast-growing organization • Sales experience within Cloud software, open source technology, or ideally Data and AI space • 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 processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling) • Simply articulate intricate cloud technologies • Bachelor's Degree or equivalent experience preferred