企业客户经理 - FSI
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Enterprise Account Executive - FSIDatabricks · Tokyo, 日本
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职位描述
机器翻译SLSQ227R13
作为企业客户经理，你的使命是获取并发展 Databricks 的一些重点客户。你懂得如何在 FSI 垂直领域进行销售，并能推动交易向前发展以缩短决策周期。你热爱深入了解产品，并热衷于向客户和合作伙伴传达其价值。始终寻找新机会，你将在拓展现有客户业务的同时赢得新客户。你将向日本 FSI 销售总监汇报。
你将产生的影响：
• 你将在 FSI 垂直领域通过战略客户赢得新的客户。
• 你将制定聚焦且有针对性的新客户获取策略。
• 在现有客户和新赢得的客户中扩展 Databricks 用例，为客户最大化影响。
• 建立关键的 C 级关系，包括工程、平台、架构和数据科学岗位，这些人反过来将成为你的行业倡导者。
• 你将在所有互动中创造价值，以引导成功的谈判。
• 你将规划、记录并推动客户对 Databricks 使用的增长。
• 你将深入且详细地了解客户的业务。
• 为客户、重要员工和技术团队提供领导力。
• 在机会中识别所有重要的数据用例和购买中心，以提升 Databricks 在组织中的影响。
• 协调并利用 Databricks 团队和生态系统合作伙伴，以最大化你在销售动作中的影响。
我们寻找的人才：
• 5 年以上向该地区企业细分市场中最知名组织销售数百万美元复杂软件交易的经验。
• 向日本企业 FSI 客户销售的经验。
• 了解细分市场的优先事项、购买流程、购买周期、决策流程以及生态系统
• 销售基于用量的 SaaS 解决方案，或其他数据/ AI/ML 技术的背景。
• 5 年以上销售方法论和流程经验，例如客户规划、MEDDPICC、价值销售和 Command of the Message。
• 5 年以上在全新领域开拓，同时与现有客户咨询以扩展更多用量的经验。
• 建立客户拥护者和协作团队，以支持扩展计划的实施。
• 了解如何制定清晰的合作伙伴策略并管理其走向成功。
关于 Databricks
Databricks 是数据和 AI 公司。全球超过 20,000 家组织——包括 adidas、AT&T、Bayer、Block、Mastercard、Rivian、Unilever，以及 70% 的《财富》500 强——依赖 Databricks Data + AI Platform 来构建和扩展数据与 AI 应用、分析和代理。Databricks 总部位于旧金山，在全球拥有 30 多个办事处，提供统一平台，包括 Genie、Lakebase、Agent Bricks、Lakeflow、Lakehouse 和 Unity Catalog。如需了解更多，请在 LinkedIn 、X 、YouTube 和 Instagram 上关注 Databricks。
福利待遇
在 Databricks，我们致力于提供满足所有员工需求的全面福利和津贴。如需了解你所在地区所提供福利的具体详情，请点击此处。
我们对多元与包容的承诺
在 Databricks，我们致力于营造多元和包容的文化，让每个人都能脱颖而出。我们非常重视确保我们的招聘实践具有包容性，并符合平等就业机会标准。在 Databricks 寻求就业的个人，其考量不因年龄、肤色、残疾、族裔、家庭或婚姻状况、性别认同或表达、语言、国籍、身体和心理能力、政治派别、种族、宗教、性取向、社会经济状况、退伍军人身份以及其他受保护特征而受到区别对待。
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如果履行工作职责需要访问受出口管制的技术或源代码，雇主可自行决定是否为此类职位申请美国政府许可证，并且雇主可能仅基于此原因拒绝继续推进申请人。
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
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职位描述
SLSQ227R13
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 FSI 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 Director, FSI Sales, Japan.
The impact you will have:
• You will secure new logos with strategic accounts in the FSI 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 FSI 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 .
福利待遇
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.