About the Role
Do you want to help solve the world's toughest problems with Data and AI? That's what we do every day at Databricks. Reporting to the Head of Public Sector - Growth, you'll partner with a team of accomplished Data, AI and industry specialists. Your mission is to drive the adoption of Databricks across a select group of Public Sector organisations.
Responsibilities
•Assess your accounts and develop a strategy to engage all buying centres, driving deals forward and shortening decision cycles
•Use AI tools every day to speed up account research, prepare for meetings and plan deals. You'll build with the Databricks platform yourself, so you understand what customers experience.
•Use a solution-led approach to create meaningful value for new logo accounts
•Identify and close quick wins while managing longer, complex sales cycles
•Own a defined list of prospects in UKI and build strategies targeting all critical stakeholders
•Build and self-source your own pipeline, and run the full sales cycle from first prospecting to close, keeping your pipeline clean and well maintained
•Support broader customer transformation goals through strategic partnerships, well-scoped services, training, and targeted Executive engagement
•Build strong value throughout the sales process to guide successful negotiation
•Orchestrate cross-functional teams to maximise impact across your ecosystem
•Own the consumption narrative, using demand plans to surface high-value use cases in each account
•Stay customer-centric by delivering both technical and business outcomes through the Databricks Intelligence Platform
•Comfortable joining technical conversations alongside Solutions Architects, and able to position Databricks clearly against competitors (technical knowledge can be developed)
Requirements
•Strong new business development background with a track record of closing and exceeding quota in Public Sector accounts, including building territories and winning new logos, not just managing an inherited book
•Experience navigating Public Sector procurement frameworks and mechanisms
•A Builder + AI First mindset: you actively use AI tools to improve your productivity and the quality of your work, and you can show examples beyond simply knowing about them
•Background in Cloud software, open source technology, and/or the Data and AI space, ideally selling into data, analytics, AI or digital transformation programmes
•Experience driving adoption of usage-based SaaS services and co-selling with AWS, Azure or Google Cloud
•Coachable, curious and committed to continuous learning, with evidence such as certifications or cross-functional projects
•Ability to identify key use cases and buying centres to expand Databricks' value within an organisation
•Experience selling to business-line leaders, the C-suite and economic buyers. You can explain business outcomes and ROI, not just product features, and you present with confidence to executives
•Experience building strong champions, collaborative teams and productive partnerships
•Understanding of consumption-based land-and-expand sales models
•Familiarity with robust sales methodologies (e.g., account planning, MEDDPICC, Value Selling) and accurate forecasting
•Demonstrated contributions and a consistent track record of success
•Bias for action and a strong sense of ownership. You take initiative well beyond carrying a number
•A collaborative seller who leads deal teams and mentors others, with a record of success in high-performance, high-accountability cultures
•Eligibility for SC clearance
Nice to Have
•Existing clearance is an advantage
Benefits
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.
