企业客户经理 - 公共部门
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Enterprise Account Executive - Public SectorDatabricks · Tokyo, 日本
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职位描述
机器翻译SLSQ127R139
作为公共部门客户经理 – 日本，您将负责日本政府及更广泛公共部门的战略销售，推动我们的数据与 AI 平台在中央部委、地方政府和公共机构中的采用。您将主导完整的销售周期，建立高管关系，并与内部团队及合作伙伴团队紧密协作，支持日本数字政府和现代化倡议。
您将产生的影响：
• 通过赢得日本各地新的公共部门客户（包括中央部委、地方政府、政府机构和公共机构），完成并超越收入目标。
• 制定并执行清晰的区域和客户战略，以识别、优先排序并赢得高潜力公共部门客户。
• 规划、记录并推动 Databricks 在新落地客户中的使用扩展，将初始项目转化为广泛、高影响力的数据与 AI 平台。
• 主动识别政府运营中的新 AI 和数据用例，并将这些洞察反馈到日本公共部门的 go‑to‑market 中，影响产品方向和区域战略。
• 采用以解决方案为导向、基于价值的销售方法，将 Databricks 与公共服务和公民的可衡量成果联系起来。
• 协调 Databricks 内部团队及我们的合作伙伴生态系统（SI、云和咨询合作伙伴），以运行有效的销售动作并交付成功的客户成果。
我们寻找的人才：
• 8 年以上在日本从事 SaaS、云、AI 或大数据销售经验，对公共部门客户有实质性接触，并具备通过咨询式、以解决方案为导向的销售方法推动新技术采用的可靠能力。
• 展现出驾驭复杂公共部门利益相关者生态系统的能力，能够在多个部门、预算负责人以及决策/审批层级之间建立共识。
• 深入了解日本公共部门的优先事项，包括典型采购流程、采购周期、决策结构，以及支持政府项目的更广泛合作伙伴生态系统。
• 拥有丰富的日本政府采购经验，包括熟悉预算编制与执行、招标/RFP 流程、评估标准，以及相关合规和安全框架。
• 高度优先考虑在销售基于用量的 PaaS/SaaS 或数据、AI 和 ML 解决方案方面具有深厚背景。
• 具备应用结构化销售方法和流程（例如客户规划、MEDDPICC、价值销售、Command of the Message）以赢得复杂的多利益相关者交易的扎实经验。
• 拥有创建强大客户拥护者，并领导内部和外部协作团队支持战略客户实施与扩展的可靠业绩记录。
• 清楚理解如何为公共部门构建聚焦的合作伙伴战略，并管理 SI、云和咨询合作伙伴，以共同赢得并交付大型、有影响力的项目。
关于 Databricks
Databricks 是数据与 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 Fortune 500——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+ 个办公室，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，我们致力于提供全面的福利和津贴，以满足所有员工的需求。如需了解您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。寻求在 Databricks 就业的个人不会因年龄、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。
合规
如果履行工作职责需要访问出口管制技术或源代码，雇主可自行决定是否为此类职位申请美国政府许可证，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。
查看雇主原文
职位描述
SLSQ127R139
As a Public Sector Account Executive – Japan, you will own strategic sales into Japan’s government and broader public sector, driving adoption of our data and AI platform across central ministries, local governments, and public institutions. You will lead the full sales cycle, build executive relationships, and collaborate closely with internal and partner teams to support Japan’s digital government and modernization initiatives.
The impact you will have:
• Own and exceed revenue targets by winning new public sector customers across Japan, including central ministries, local governments, government agencies, and public institutions.
• Develop and execute a clear territory and account strategy to identify, prioritize, and win high‑potential public sector accounts.
• Plan, document, and drive the expansion of Databricks usage in newly landed accounts, turning initial projects into broad, high‑impact data and AI platforms.
• Proactively identify new AI and data use cases in government operations and feed these insights into Japan’s public sector go‑to‑market, influencing product direction and regional strategy.
• Use a solution‑oriented, value‑based sales approach that links Databricks to measurable outcomes for public services and citizens.
• Orchestrate Databricks’ internal teams and our ecosystem of partners (SI, cloud, and consulting partners) to run effective sales motions and deliver successful customer outcomes.
What we look for:
• 8+ years of SaaS, cloud, AI, or big data sales experience in Japan, with meaningful exposure to public sector accounts and a proven ability to drive adoption of new technologies through a consultative, solutions‑oriented sales approach.
• Demonstrated ability to navigate complex public sector stakeholder ecosystems, building consensus across multiple departments, budget owners, and decision/approval layers.
• Deep understanding of public sector priorities in Japan, including typical buying processes, buying cycles, decision‑making structures, and the broader ecosystem of partners that support government projects.
• Extensive experience with Japanese government procurement, including familiarity with budget formulation and execution, tender/RFP processes, evaluation criteria, and relevant compliance and security frameworks.
• Strong background in selling usage‑based PaaS/SaaS or data, AI, and ML solutions is highly preferred.
• Solid experience applying structured sales methodologies and processes (e.g., account planning, MEDDPICC, value selling, Command of the Message) to win complex, multi‑stakeholder deals.
• Proven track record of creating strong customer champions and leading collaborative internal and external teams to support implementation and expansion within strategic accounts.
• Clear understanding of how to build a focused partner strategy for the public sector and manage SI, cloud, and consulting partners to jointly win and deliver large, impactful projects.
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.