Databricks
Data and AI
StrategicEnterpriseAccountExecutive,Lakewatch
“Strategic Enterprise Account Executive, Lakewatch at Databricks. Skills: Enterprise SaaS sales, Security platform sales, Specialist/overlay sales role, Value-selling, Executive presence. Hit and exceed Lakewatch ARR and pipeline targets in your coverage area. Building a durable, data-driven Lakewatch business”
What You'll Achieve.
Hit and exceed Lakewatch ARR and pipeline targets; Building a durable, data-driven Lakewatch business; Replace or reduce legacy SIEM and log management tools; Deliver clear customer savings; Maintain or improve detection and response outcomes; Establish Lakewatch as the strategic security data platform; Customers ingesting and retaining 100% of their security telemetry; Customers using security data alongside business data; Drive high-impact SIEM and security analytics deals; Growing pipeline and wins sourced by non-specialist sellers
Industry & Context.
What They're Looking For.
Must Have
7+ years of enterprise SaaS sales experience with a track record of exceeding quota in complex, multi-stakeholder deals, Proven success selling security or observability platforms (e.g., SIEM, log analytics, security data lakes, XDR) to CISOs, SecOps leaders, and SOC teams, understanding of modern security operations and data architectures, and how open data platforms change SIEM economics and capabilities, Ability to sell to both technical and business stakeholders, from SOC analysts and architects to CISOs, CIOs, and line-of-business leaders, Experience in a specialist or overlay role, partnering with core AEs to create, progress, and close opportunities and acting as a force multiplier, Executive presence and technical fluency, including comfort white-boarding solutions and leading C-level conversations about risk, cost, and agility, value-selling and storytelling skills, from discovery to business case, competitive positioning, and close, Bachelor’s degree or equivalent practical experience
What You'll Do.
Hit and exceed Lakewatch ARR and pipeline targets in your coverage area
data-driven Lakewatch business
Replace or reduce legacy SIEM and log management tools
Deliver clear customer savings while maintaining or improving detection and response outcomes
Establish Lakewatch as the strategic security data platform in key accounts
Drive high-impact SIEM and security analytics deals across the global DB700 by co-owning strategy and execution with core AEs and Cyber SMEs
Run Lakewatch as a business: track revenue
and competitive trends
Turn insights into focused account plans and repeatable plays
Enable the field so AEs can independently qualify and position Lakewatch
Represent Lakewatch in the market and internally
and enablement that showcase its impact for security teams
How You'll Work.
Team & Collaboration
Partner with regional account teams; Co-own strategy and execution with core AEs and Cyber SMEs; Partnering with core AEs to create, progress, and close opportunities; Act as a force multiplier for AEs
Communication Scope
Value-selling and storytelling skills; Executive presence; Technical fluency; Comfort white-boarding solutions; Leading C-level conversations
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