企业客户经理 - 公共部门
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Enterprise Account Executive - Public SectorDatabricks · Remote - 英国
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职位描述
机器翻译SLSQ127R39
工作地点：北爱尔兰或苏格兰，需与英国及爱尔兰团队定期协作 汇报对象：英国及爱尔兰公共部门企业业务负责人
你是否希望借助数据与 AI 帮助解决公共部门最棘手的挑战？这正是我们在 Databricks 每天所做的事情。
Databricks 正在寻找一位高级企业客户经理，负责掌管并发展我们在爱尔兰共和国和苏格兰的公共部门业务。你将接手一批已建立起来的战略政府客户，并拥有明确的授权：在维护并拓展这一客户基础的同时，与我们的增长团队合作，建立新的关系，并在我们尚未服务的各部门和机构中开拓全新的机会。
这是一个继任型岗位：你将接手已经存在的关系和势头，在快速与现有利益相关方建立信任的同时，为更广泛的爱尔兰公共部门制定战略性的市场进入计划。你将深入了解国家和各部门政府的优先事项，识别数据与 AI 可以在哪些方面帮助解决该国最重要的挑战，并将这些机会转化为可衡量的客户成果和可持续增长。
你将与政府利益相关方、内部团队、云服务提供商和战略合作伙伴紧密合作，深化现有客户的消费，并扩大 Databricks 在爱尔兰共和国的影响力。
你将产生的影响
• 制定并执行覆盖全爱尔兰的战略性市场进入计划，优先考虑能够创造可持续增长的政府议程、部门、机构、用例、合作伙伴和进入市场途径。
• 负责管理现有的爱尔兰政府战略客户组合，与当前利益相关方保持连续性，并扩大 Databricks 智能数据平台的使用范围。
• 识别并开拓尚未与 Databricks 合作的各部门和机构中的全新机会，与我们的增长团队合作，在现有客户组合之外建立健康的销售管道。
• 清晰把握国家和各部门的优先事项，并将其转化为有吸引力的数据与 AI 价值主张、高管对话、商业论证和合格机会。
• 梳理并接触每个客户中的所有采购决策中心，培养支持者，推动机会向前发展，并缩短决策周期。
• 以消费为导向开展销售动作，利用需求计划优先推进每个客户中价值最高的用例，并随着时间推移扩大使用量，而不是完成一次性交易。
• 管理一个同时涵盖快速成交机会和较长、复杂公共部门销售周期的客户组合。
• 在现有客户中建立并维护强有力的续约和扩展动作，作为新增长的基础。
• 统筹跨职能和合作伙伴资源，包括专业服务、培训、系统集成商和超大规模云厂商联合销售团队，以最大化客户影响力。
• 以可信顾问的身份，在政府高层利益相关方面前代表 Databricks。
• 通过 Databricks 智能数据平台交付技术和业务成果，始终保持对客户的高度关注。
我们寻找的人才
• 在面向公共部门客户销售方面有出色的配额达成或超额完成记录，最好是在爱尔兰或类似市场。
• 具备从零开始构建区域或市场级市场进入策略、创造新需求，并在现有客户基础之外推动增长的能力。
• 有在过渡期管理现有战略客户组合的经验，能够快速与接手的关系建立信任，同时开拓新关系。
• 熟悉爱尔兰政府架构、国家和各部门优先事项、采购框架，以及公共部门技术决策如何获得资金、批准和实施。
• 在云软件、数据平台、开源技术、数据与 AI 或相关企业技术市场拥有销售经验。
• 有销售基于使用量或基于消费的模式，并与 AWS、Microsoft Azure 或 Google Cloud 联合销售的经验。
• 能够自如地在现有客户中开展落地并扩展的销售动作，同时在新部门和机构中开展全新业务开发。
• 能够识别机会中的相关用例和采购决策中心，从而提升 Databricks 在整个组织中的影响力和业务价值。
• 有共同制定商业论证，并与 C 级高管和高级公务员利益相关方建立关系的经验。
• 具备建立有效支持者、协作型客户团队和战略合作伙伴关系的能力，以支持区域计划的执行。
• 有使用结构化销售方法论的经验，例如 MEDDPICC、价值销售或类似方法，并具备严谨且准确的预测能力。
• 一贯有交付成果的记录，并对客户、团队和更广泛业务做出有意义的贡献。
• 符合安全审查资格；已有安全审查资格者优先。
关于 Databricks
Databricks 是一家数据与 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《财富》500 强企业——依赖 Databricks 数据 + AI 平台来构建和扩展数据与 AI 应用、分析和智能体。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。如需了解更多信息，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且包容的文化，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。申请 Databricks 职位的人士不会因年龄、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接触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，且雇主可能仅基于这一原因而拒绝继续推进某位申请人。
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
SLSQ127R39
Location: Northern Ireland or Scotland, with regular UK&I team collaboration Reports to: Head of Public Sector Enterprise, UK&I
Do you want to help solve the public sector’s toughest challenges with Data and AI? That is what we do every day at Databricks.
Databricks is looking for a senior-level Enterprise Account Executive to own and grow our Public Sector business across the Republic of Ireland and Scotland. You will inherit an established book of strategic government accounts, with a clear mandate to protect and expand that base while building new relationships and opening net-new opportunities across departments and agencies we do not yet serve in partnership with our growth team.
This is a succession role: you will step into relationships and momentum that already exist, building trust quickly with current stakeholders while creating a strategic go-to-market plan for the wider Irish public sector. You will develop a deep understanding of national and departmental government priorities, identify where Data and AI can help solve the country’s most important challenges, and translate those opportunities into measurable customer outcomes and sustainable growth.
Working closely with government stakeholders, internal teams, cloud providers, and strategic partners, you will deepen consumption in existing accounts and extend Databricks’ footprint across the Republic of Ireland.
The impact you will have
• Build and execute a strategic, Ireland-wide go-to-market plan that prioritises government agendas, departments, agencies, use cases, partners, and routes to market that can create sustainable growth.
• Take ownership of an existing portfolio of Irish Government strategic accounts, maintaining continuity with current stakeholders and expanding usage of the Databricks Intelligence Platform.
• Identify and pursue net-new opportunities across departments and agencies that are not yet engaged with Databricks, building a healthy pipeline alongside your existing account portfolio in partnership with our growth team.
• Develop a clear view of national and departmental priorities and translate them into compelling Data and AI value propositions, executive conversations, business cases, and qualified opportunities.
• Map and engage the full range of buying centres within each account, building champions, guiding opportunities forward, and compressing decision cycles.
• Run a consumption-led sales motion, using demand plans to prioritise the highest-value use cases in each account and grow usage over time rather than closing one-off deals.
• Manage a portfolio that spans quick wins and longer, complex public-sector sales cycles simultaneously.
• Build and defend a strong renewal and expansion motion within existing accounts as a foundation for new growth.
• Orchestrate cross-functional and partner resources; including professional services, training, systems integrators, and hyperscaler co-sell teams to maximise account impact.
• Represent Databricks credibly with senior government stakeholders, acting as a trusted advisor.
• Maintain a relentless customer focus by delivering technical and business outcomes through the Databricks Intelligence Platform.
What we look for
• A strong track record of quota attainment or over-achievement selling into public-sector accounts, ideally in Ireland or a comparable market.
• Demonstrated ability to build a territory or market-level go-to-market strategy from the ground up, create new demand, and drive growth beyond an existing account base.
• Experience managing an existing strategic account portfolio through a transition, building trust quickly with inherited relationships while also prospecting for new ones.
• Working knowledge of Irish Government structures, national and departmental priorities, procurement frameworks, and how public-sector technology decisions are funded, approved, and implemented.
• Sales experience in cloud software, data platforms, open-source technology, Data and AI, or a related enterprise technology market.
• Experience selling usage-based or consumption-based models and co-selling with AWS, Microsoft Azure, or Google Cloud.
• Comfort running both land-and-expand motions in existing accounts and greenfield business development across new departments and agencies.
• The ability to identify relevant use cases and buying centres within an opportunity, increasing Databricks’ impact and business value across an organisation.
• Experience co-developing business cases and building relationships with C-level executives and senior civil-service stakeholders.
• A demonstrated ability to build effective champions, collaborative account teams, and strategic partnerships that support execution of a territory plan.
• Experience using structured sales methodologies, such as MEDDPICC, Value Selling, or similar, with disciplined and accurate forecasting.
• A consistent track record of delivering results and making meaningful contributions to customers, teams, and the wider business.
• Eligibility for security clearance; existing clearance is an advantage.
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.