Enterprise Account Executive - Telecommunications

About the role

Databricks is looking for an Enterprise Account Executive in Tokyo to grow a focus customer in the telecommunications industry. The role reports to the Director, Sales in Japan. You will sell within the telecommunications/service provider vertical, understand products deeply and communicate their value to customers and partners, closing new accounts and expanding business in existing ones.

Key responsibilities

• Secure new logos with strategic accounts in the telecommunications vertical and create a focused logo acquisition strategy.
• Expand Databricks use cases in existing and newly won accounts and plan, document and drive customer growth.
• Establish C-level relationships, including engineering, platform, architecture and data science roles, who become industry advocates.
• Develop a deep understanding of the customer's business and identify key data use cases and buying centers.
• Guide negotiations, build customer champions and collaborate with technical teams.
• Use Databricks teams and ecosystem partners to strengthen sales motions.

Required profile

• 10+ years selling multi-million dollar complex software deals to prominent enterprise organizations in the region.
• Sales experience with enterprise telecommunications customers in Japan.
• Background selling usage-based SaaS or other data/AI/ML technologies.
• 5+ years in sales methodologies and processes such as account planning, MEDDPICC, value selling and Command of the Message.
• Understanding of segment priorities, buying processes, cycles and decision-making.