• Secure new Enterprise accounts across multiple customers, creating a strong foundation for long-term partnerships. • Develop and execute a focused strategy for identifying and winning high-potential accounts in untapped markets. • Identify and close quick wins while managing longer, complex sales cycles. • Plan, document, and drive the growth of Databricks usage in newly won accounts to maximize customer impact. • Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates. • Use a solution-based approach to selling and creating value for customers. • Develop a deep and detailed understanding of the customer's business. • Provide leadership to the customer, important staff, and technical teams. • Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization. • Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

• Expand the enterprise sales team to support global growth • Lead acquisition of new enterprise customers in asset-intensive industries • Build and execute territory and account plans to generate pipeline and exceed quota • Engage stakeholders in Maintenance, Reliability, Operations, IT, and executive leadership • Develop ROI-driven business cases and value narratives • Create and negotiate proposals for software subscriptions and professional services • Maintain a qualified, healthy enterprise pipeline • Support land-and-expand strategies after initial wins • Ensure a strong handoff to delivery and customer success teams

• Manage the full sales cycle, from prospecting to closing and handover to the delivery team; • Conduct consultative sales, deeply understanding client needs and connecting business challenges to SMT solutions; • Develop and maintain relationships with decision-makers and stakeholders, acting as a strategic partner; • Prepare commercial proposals and presentations aligned with client needs and company strategy; • Monitor pipeline, forecasts, and commercial performance metrics; • Keep CRM records up to date, ensuring predictability and data quality; • Represent SMT in meetings, presentations, and negotiations with clients and prospects.

• Provide exceptional client service, consistent with Lumanity account service standards • Overall responsibility for facilitating moving, tracking, and delegating of assigned projects on a proactive basis • Overall responsibility for the integrity and accuracy of financial deliverables (i.e. budgets, invoices, forecast, etc.) • Accountability for and oversight of team maintaining accurate records within client chosen publication technology program (i.e. Datavision or PubSTRAT) • Responsible for the identification of new areas to expand organic growth • Foster collaborative professional relationships and cultivate positive team dynamics. • Overall accountability and leadership across account(s)