About this role
About the Role As an Enterprise Account Executive, you will bring an informed and compelling point of view on the Big Data, Advanced Analytics, and AI space to guide your strategy and, with our teams and partners, deliver exceptional value to customers in the Insurance sector. Reporting to the Sales Director, you will be focused on the growth of one major account and driving the insurance vertical within Databricks. What You'll Do
- Provide industry insight and business creativity to design and develop unique use cases and solutions that differentiate Databricks within the Financial services/Insurance segment.
- Co-develop a business plan with your team and ecosystem partners that accelerates existing customer success, identifies and acquires new opportunities, and enables you to exceed quarterly/annual usage and booking goals.
- Motivate a diverse team of big data and AI professionals to implement your business plan.
- Lead your team, customers, and partners to identify impactful big data and AI use cases while proving their value on the Databricks Data Intelligence Platform.
- Support the broader big data and AI transformation goals of your customers through strategic partnerships, well-scoped professional services, training, and targeted Executive engagement.
- Build exceptional value with all engagements to guide successful negotiations to close. What We're Looking For
- Experience in direct sales of enterprise software platforms to large financial/Insurance enterprises.
- Ownership of executive level relationships in your clients.
- Proven track record of developing new business.
- Extensive experience of working with large complex regulated organisations.
- Knowledge of the Data & AI space with technology sales experience.
- Longevity with previous employers.
- Quota over-achievement selling complex software and services to large enterprise accounts.
- Experience driving successful adoption of usage-based subscription services 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 process (e.g Territory and Account planning, MEDDPICC, Challenger Sales and Command of the Message).