Enterprise Account Executive - Media
At a glance
Mid-level Account Executive role at Databricks. Tokyo.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Win new strategic Media accounts in Japan and expand Databricks adoption across existing customers
- Create targeted acquisition plans, continually prospect, and move complex deals toward close
- Build C-level relationships across engineering, architecture, platforms, and data science
- Map data use cases and buying groups, then coordinate Databricks teams and ecosystem partners
- Document customer growth plans and lead negotiations with clear value for each engagement
What you bring
- At least five years selling complex, multi-million-dollar software deals to enterprise organizations
- Direct experience selling to enterprise Media customers in Japan
- At least five years using sales methods such as account planning, MEDDPICC, value selling, and Command of the Message
- A track record of finding greenfield opportunities while expanding existing accounts with usage-based SaaS or Data, AI, and ML technology
Who this fits
This role suits a mid-level enterprise seller who knows Japan's Media buying environment and can handle both new-logo hunting and account expansion. You should be comfortable engaging senior technical and business stakeholders, building customer champions, and shaping partner plans. The position is based in Tokyo, Japan.
From the employer
SLSQ126R461
As an Enterprise Account Executive your mission will be to acquire and grow some of our focus customers in Databricks. You know how to sell within the Media vertical domain and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to customers and partners. Always prospecting for new opportunities, you will close new accounts while growing our business in existing accounts. You will report to the Sales Director
The impact you will have:
- You will secure new logos with strategic accounts in the Media vertical.
- You will create a focused and targeted logo acquisition strategy.
- Expand Databricks use cases in existing and newly won accounts to maximize impact for customers.
- Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.
- You will build value in all engagements to guide successful negotiations.
- You will plan, document, and drive the growth of Databricks usage for your customers.
- You will 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, to increase the impact of Databricks in an organization.
- Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.
What we look for:
- 5+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment.
- Selling experience to the Enterprise Media 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.
- 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use.
- 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.
About Databricks
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. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
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.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
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