企业客户经理 - 英国公共部门
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Enterprise Account Executive - UK Public SectorDatabricks · London, 英国
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职位描述
机器翻译SLSQ427R384
在 Databricks，我们帮助公共机构利用数据和 AI 改善服务、提高生产力，并从公共数据和技术投资中获取更多价值。这意味着将可信、相关的洞察更贴近那些做出运营、政策和服务决策的人，并构建能够随着使命、技术和交付模式的变化而演进而非成为明日遗留系统的服务。
Databricks 正在寻找一位客户经理，负责拥有并发展我们在英国政府中一些最具战略意义的公共部门客户，助力其核心使命的交付。你将接手一个已建立的战略政府客户组合，并拥有明确的授权来保护并扩展这一基础，同时在尚未服务的各部门和机构中建立新的关系。
这是一个继任型职位：你将接手已经存在的关系和势头，快速与现有利益相关者建立信任，同时形成自己对数据和 AI 如何帮助解决该行业最重要挑战的看法。你将把国家和部门的优先事项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者、内部团队、云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展 Databricks 的足迹。
塑造这项工作的压力
政府最艰巨的使命越来越需要跨越机构边界的洞察，而无需将这些机构、其问责制或其数据集中化。机会不是一个庞大的政府数据系统；而是使各机构能够跨边界连接、治理和使用数据与洞察，同时保留对其自身数据、职责和决策的控制。你将面向这一现实进行销售。
你将产生的影响
• 拥有一个现有的战略政府客户组合，与当前利益相关者保持连续性，并扩大 Databricks 智能平台的 usage。
• 为该区域制定并执行上市计划，优先考虑最有可能创造可持续增长的部门、机构、用例和合作伙伴。
• 识别并追求尚未与 Databricks 接触的各部门和机构中的净新机会，在现有客户组合之外建立销售管道。
• 清晰把握国家和部门的优先事项，并将其转化为有说服力的数据和 AI 价值主张、高管对话、商业论证和合格机会。
• 利用数据和证据持续优化你的区域战略，检验关于需求所在以及哪些用例能引起共鸣的假设，并在证据要求时改变方向。
• 梳理并接触每个客户内的全部采购中心，培养支持者，推动机会向前发展，并压缩决策周期。
• 运行以消费为主导的销售动作，利用需求计划优先考虑每个客户中价值最高的用例，并随时间增长使用量，而不是完成一次性交易。
• 同时管理一个既包含快速成果又包含更长、更复杂的公共部门销售周期的客户组合。
• 在现有客户中建立并捍卫强大的续约和扩展动作，作为新增长的基础。
• 协调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。
• 以可信的方式代表 Databricks 与政府高级利益相关者互动，作为值得信赖的顾问，将客户成果放在首位。
我们寻找的条件
• 在公共部门客户销售中拥有强大的配额达成或超额完成记录。
• 展现出从第一性原理构建区域级上市战略的能力，从该行业运作的基本原理出发进行推理，而不是从其他地方照搬打法。
• 拥有在过渡期间管理现有客户组合的经验，能够快速与继承的关系建立信任，同时开拓新关系。
• 具备英国政府结构、国家和部门优先事项、采购框架以及公共部门技术决策如何获得资金、批准和实施的工作知识。
• 在云软件、数据平台、开源技术、数据和 AI 或相关企业技术市场中的销售经验。
• 拥有销售基于使用量或基于消费的模式以及与 AWS、Microsoft Azure 或 Google Cloud 联合销售的经验。
• 能够自如地在现有客户中运行落地并扩展的动作，并在新部门和机构中开展绿地业务开发。
• 拥有共同制定商业论证并与高级公务员利益相关者建立关系的经验。
• 拥有使用结构化销售方法论（如 MEDDPICC 或价值销售）的经验，并具备严谨且准确的预测能力。
• 愿意挑战假设，包括自己和他人的假设，并利用证据做出更好的决策，而不是仅依赖直觉。
• 符合安全审查资格；已有审查资格是优势。
关于 Databricks
Databricks 是一家数据和 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 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。有关您所在地区所提供福利的具体详情，请点击此处。
我们对多元化和包容性的承诺
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。我们非常谨慎地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、社会经济地位、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。
查看雇主原文
职位描述
SLSQ427R384
At Databricks, we help public institutions use data and AI to improve services, increase productivity, and get more value from public data and technology investment. That means putting trusted, relevant insight closer to the people making operational, policy and service decisions, and building services that can evolve as missions, technology and delivery models change, rather than becoming tomorrow's legacy.
Databricks is looking for an Account Executive to own and grow some of our most strategic Public Sector customers in the UK government delivering against their core missions. You will inherit an established portfolio of strategic government accounts, with a clear mandate to protect and expand that base while building new relationships across departments and agencies we do not yet serve.
This is a succession role: you will step into relationships and momentum that already exist, building trust quickly with current stakeholders while developing your own view of where Data and AI can help solve the sector's most important challenges. You will translate national and departmental priorities 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.
The Pressures Shaping This Work
Government's hardest missions increasingly require insight across institutional boundaries, without requiring those institutions, their accountability, or their data to be centralised. The opportunity isn't one giant government data system; it's enabling institutions to connect, govern and use data and insight across boundaries while retaining control of their own data, responsibilities and decisions. You'll be selling into that reality.
The Impact You Will Have
• Take ownership of an existing portfolio of strategic government accounts, maintaining continuity with current stakeholders and expanding usage of the Databricks Intelligence Platform.
• Build and execute a go-to-market plan for the territory, prioritising the departments, agencies, use cases, and partners most likely to create sustainable growth.
• Identify and pursue net-new opportunities across departments and agencies not yet engaged with Databricks, building pipeline alongside your existing portfolio.
• 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.
• Use data and evidence to continuously refine your territory strategy, testing assumptions about where demand exists and which use cases resonate, and changing course when the evidence tells you to.
• 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 who puts customer outcomes first.
What We Look For
• A strong track record of quota attainment or over-achievement selling into public-sector accounts.
• Demonstrated ability to build a territory-level go-to-market strategy from first principles, reasoning from the fundamentals of how the sector works rather than importing a playbook from somewhere else.
• Experience managing an existing account portfolio through a transition, building trust quickly with inherited relationships while also prospecting for new ones.
• Working knowledge of UK 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.
• Experience co-developing business cases and building relationships with senior civil-service stakeholders.
• Experience using structured sales methodologies such as MEDDPICC or Value Selling, with disciplined and accurate forecasting.
• A willingness to challenge assumptions, your own and others', and use evidence to make better decisions rather than relying on intuition alone.
• 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.