Lead Engagement Manager

The Lead Engagement Manager is responsible for helping customers accelerate value through adoption of the Databricks platform, working with them to Strategically solve, build and sell Programs delivered by our Forward Deployed Engineering Team. As an Lead Engagement Manager, you will ensure that our customers are making the most value of our products and services by positioning our FDE and training engagements. This role is a strategic and cross-functional position that will partner closely with Sales, Field Engineering, Partners, Support and Product Teams on campaigns, programs and content to position and sell engagements that solve our Customers most complex business problems. You will report to the Director, Forward Deployed Engineering. The impact you will have • Demonstrate a passion for the job and lead by example by putting Databricks and our customers first to achieve the sales and delivery mission. • Collaborate with the sales counterpart and engage early in the sales process to understand the customer’s needs, business and definition of success, ensuring expectations are exceeded in delivery and valued solutions are developed. • Identify opportunities for new services by understanding potential new Business use cases and articulating the business value of upselling or extending services. • Develop commercial models, including leveraging Databricks and partner investment vehicles, to address customer budgetary constraints. • Full accountability for meeting or exceeding FDE and Training KPIs. • Articulate relevant customer success stories, service offerings and metrics that demonstrate value to customers. • Consult with clients to understand and analyze engagement scope, requirements, time, cost and benefits. • Estimate, scope and develop statements of work as necessary. • Drive resolution of delivery challenges, resource contention and scoping issues, while managing expectations. What we look for • Data and AI domain knowledge, with experience helping customers realize business value through production implementations. • Proven experience in senior customer-facing/services sales roles requiring influencing, validating, negotiating, understanding and execution. • Excellent customer-facing skills and the ability to build strong relationships at all levels, including with senior executives internally and externally. • A consistent track record of identifying customer needs and successfully implementing solutions. • Strong leadership experience, including enforcing project governance and driving delivery excellence. • Strong service delivery and program management skills, with the ability to translate customer-success outcomes into structured program plans. • Proven experience estimating effort and scope for services. • Proven experience meeting and achieving KPIs and targets, including CSAT, bookings and revenue. • Outstanding communication and customer relationship skills. • Business proficiency in Mandarin and experience in the Greater China Region are required to enable effective collaboration and understanding of client needs. The successful candidate will engage with Greater China Region customers in Mandarin to conduct technical and business discussions, address challenges, and present clear value propositions and outcomes.