Enterprise Account Executive - Telecommunications
About this role
Driving strategic growth within the telecommunications industry, you will secure new logos, cultivate essential C-level relationships, and expand Databricks use cases across targeted accounts. Reporting to the Director of Sales in Japan, the work involves prospecting for new opportunities, orchestrating ecosystem partners, and navigating complex software deals to compress decision cycles. This role exists to maximize data and AI adoption among the region's most recognizable organizations through structured account planning and value selling.
Candidates who succeed here possess deep domain expertise in the Japanese enterprise telecommunications sector alongside a strong background in usage-based SaaS or data and AI technologies. The ideal person is adept at developing targeted acquisition strategies, guiding successful negotiations, and providing leadership to technical teams and key stakeholders alike.
What you will do
- Grow designated customer accounts within the telecommunications industry by securing new logos and expanding existing relationships.
- Establish essential C-level connections with engineering, platform, architecture, and data science leaders to build industry advocacy.
- Plan, document, and drive the growth of platform usage to maximize impact for customers.
- Identify critical data use cases and buying centers within target organizations.
- Orchestrate internal teams and ecosystem partners to enhance sales motions and guide successful negotiations.
What you need
- Bring over 10 years of experience selling multi-million dollar complex software deals to major enterprise organizations.
- Demonstrate direct selling experience to enterprise telecommunications customers in Japan.
- Possess knowledge of segment priorities, buying processes, and decision-making cycles within the region.
- Have a background in selling usage-based SaaS solutions or other data, AI, and machine learning technologies.
- Accumulate at least 5 years of experience applying sales methodologies and processes such as MEDDPICC, account planning, and value selling.
Benefits
- Comprehensive benefits and perks tailored to meet regional employee needs.
Skills and tech stack
Questions candidates ask
Who does this position report to?
The role reports directly to the Director, Sales in Japan.
What kind of industry background is required?
Candidates need specific experience selling to enterprise telecommunications customers in Japan and knowledge of regional buying processes.
What sales methodologies should applicants be familiar with?
Applicants should have at least five years of experience in sales methodologies and processes including account planning, MEDDPICC, value selling, and Command of the Message.