Lakebase 销售专家，总监（德国）
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Lakebase Sales Specialist, Director (Germany)Databricks · Munich, 德国
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职位描述
机器翻译SLSQ327R345
Databricks 正在招聘多名高级 Lakebase 销售专家（中部地区），帮助客户使用 Databricks Lakebase 实现其运营数据基础的现代化。Lakebase 是我们面向智能应用的全托管 Postgres 服务。这一高影响力职位隶属于 Lakebase 市场推广团队，与区域客户经理紧密合作，推动平台、应用和数据团队采用 Lakebase。
Lakebase 为客户提供统一、受治理的运营工作负载和 AI 原生应用基础，帮助他们摆脱由多个点状数据库构成的碎片化环境，转向现代化、可扩展、无服务器的 Postgres 服务。如果你想在全球增长最快的数据和 AI 公司之一，站在面向 AI 和智能应用的运营数据库前沿，这就是你的机会。
该职位工作地点位于德国慕尼黑（合适人选可在德国境内灵活办公），将覆盖中部地区（德国、瑞士、奥地利、东欧）的客户。
你将产生的影响
• 与区域客户经理及更广泛的客户团队合作，在指定区域内识别、筛选并推动 Lakebase 激活和消费，从而推动 Lakebase 新增收入。
• 以关键 Lakebase 角色的成果为导向——包括平台团队和开发者、数据团队以及中央 IT——清晰阐述 Lakebase 如何帮助他们更快交付功能、简化运营数据架构，并改善治理和成本效率。
• 销售面向智能应用的全托管 Postgres 的价值，将 Lakebase 定位为支持实时、AI 驱动体验的运营工作负载的最佳选择。
• 负责复杂的多线程销售周期，从需求发现和价值假设到商务谈判和成交，并与高管、技术和业务线利益相关者沟通推进。
• 与解决方案架构师和专家合作，组织价值验证和 POC，验证 Lakebase 对 OLTP 类工作负载、反向 ETL 和 AI/ML 驱动应用的优势。
• 利用我们的竞争资产、基准和客户案例，与遗留型和云原生运营数据库竞争并取胜。
• 对齐可衡量的业务成果，例如性能、开发者生产力、新功能上市时间、成本降低以及运营数据环境的简化。
• 与产品管理、市场营销、客户成功和合作伙伴团队跨职能合作，制定区域计划、发布策略，以及与关键 ISV 和 GSI 的联合销售动作。
• 通过与更广泛的销售团队分享 Lakebase 最佳实践、成功案例和销售动作来赋能一线，帮助在整个组织内扩展 Lakebase 专业能力。
该职位成功的表现
该职位要求能够同时推进两个关键动作：
• 通过接触应用开发团队，利用 Lakebase 创建净新增智能应用，从而建立最高战略重点客户。
• 在 Databricks 最具战略意义的客户中推动更长期的 Postgres 标准化和迁移。
候选人应展示他们如何能够在业务的多个维度上成为力量倍增器。
该职位成功需要在四个方面具备优势：
• 业务所有权——以业务单元层面运作，跟踪收入、管线和关键观察，并识别需要额外关注或支持的领域。
• 战略客户参与——与客户团队合作，参与全球 DB700 中的优先客户，从初始接触到成功成果推动战略机会。
• 一线、客户团队和客户赋能：通过为 AE 和 SA 提供所需的信息和执行动作，使客户和一线就 Lakebase 的价值达成一致，从而让他们能够自信地负责客户而无需专家介入。
• 市场声音和思想领导力——通过参与全球 AMA 和内部论坛，并代表 Databricks 参加关键的第一方和第三方活动，建立内部和外部影响力。
面试流程旨在评估候选人在上述四个维度上的表现。
我们寻找的人才
• 8 年以上企业 SaaS 销售经验，在复杂的多利益相关者交易中持续超额完成配额。
• 已证明成功向技术买家和业务领导者销售数据平台、运营数据库（例如 Postgres、MySQL、云原生 DBaaS）或相邻的数据/AI 基础设施。
• 对现代数据和应用架构有深入理解，包括云原生服务、微服务、事件驱动系统，以及运营数据如何支撑 AI 和分析战略。
• 能够同时向技术利益相关者（开发者、架构师、数据工程师）和业务利益相关者（产品负责人、运营、业务线负责人）销售。
• 已证明有领导专家或覆盖式销售动作的经验，与核心客户经理共同创造并推进机会。
• 具备高管风范，能够白板讲解架构、主导 C 级对话，并与高级决策者建立信任。
• 强大的价值销售技能：擅长发现痛点、构建商业案例，并将技术能力与清晰、量化的成果联系起来。
• 出色的沟通、讲故事和谈判技能，能够自如地向大型和小型受众演示。
• 学士学位或同等实践经验。
任职要求
• 有销售 Postgres、运营数据库、OLTP 工作负载或事务型云数据库服务的经验，最好是在大型或战略客户中。
• 熟悉数据平台、湖仓架构和云生态系统（AWS、Azure、GCP），包括运营数据库如何融入更广泛的数据和 AI 战略。
• 理解反向 ETL、实时决策和运营分析用例，以及它们如何为面向客户和内部应用创造价值。
• 接触过依赖低延迟、高度可扩展运营数据服务的 AI 原生和代理驱动应用。
• 此前有在高速增长、开创品类环境中的经验，帮助塑造新策略、信息和客户叙事。
• 有与合作伙伴和 ISV 合作推动联合管线和共同销售动作的经验。
本描述旨在概述 Lakebase 销售专家的核心职责和资格要求。随着 Lakebase 产品和市场推广动作持续增长和成熟，实际职责可能会演变。 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 Data + AI Platform 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，且雇主可能仅因此原因拒绝继续推进申请人。
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职位描述
SLSQ327R345
Databricks is seeking multiple Senior Lakebase Sales Specialists (Central) to help customers modernize their operational data foundation with Databricks Lakebase , our fully-managed Postgres offering for intelligent applications . This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams.
Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications , helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity.
This role is based in Munich, Germany (flexible within Germany for the right candidate), and will cover customers in the Central region (Germany, Switzerland, Austria, Eastern Europe).
The impact you will have
• Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption within a defined territory, in partnership with regional Account Executives and the broader account team.
• Lead with outcomes for key Lakebase personas — including platform teams and developers , data teams , and central IT — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.
• Sell the value of fully-managed Postgres for intelligent applications , positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences.
• Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.
• Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.
• Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
• Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.
• Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.
• Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.
What success looks like in this role
This role requires the ability to operate across two key motions simultaneously:
• Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.
• Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.
Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business.
Success in this role requires strength in four areas:
• Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.
• Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.
• Field, account, & customer enablement: Align customers and the field on the value of Lakebase by equipping AEs and SAs with the messaging and execution motions needed to confidently own accounts without specialist intervention.
• Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.
The interview process is designed to evaluate candidates across all four of these dimensions.
What we look for
• 8+ years of enterprise SaaS sales experience , consistently exceeding quota in complex, multi-stakeholder deals.
• Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders.
• Strong understanding of modern data and application architectures , including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies.
• Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
• Demonstrated experience leading specialist or overlay motions , working jointly with core Account Executives to create and progress opportunities.
• Executive presence with the ability to whiteboard architectures , lead C-level conversations, and build trust with senior decision makers.
• Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
• Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
• Bachelor’s degree or equivalent practical experience.
任职要求
• Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services , ideally within large or strategic accounts.
• Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.
• Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications.
• Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services.
• Prior experience in a high-growth, category-creating environment , helping shape new plays, messaging, and customer narratives.
• Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.
This description is intended to outline the core responsibilities and qualifications for the Lakebase Sales Specialist role. Actual responsibilities may evolve as the Lakebase product and go-to-market motions continue to grow and mature. 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.