• Exceed Sales Targets: Achieve an annual sales target of $1.5M+ through proactive, strategic account management and new business acquisition. • Full Cycle Ownership: Develop, qualify, and close deals independently, owning the pipeline across target enterprise segments. • Strategic Account Planning: Create and execute comprehensive account plans to drive deep customer engagement and maximize growth opportunities. • Consultative CLOSING: Conduct expert needs assessments, present compelling, tailored solutions, and negotiate high-value contracts.

• Meet with CIOs, IT executives, LOB executives, Program Managers, and other important partners • Close both new accounts and existing accounts • Identify and close quick, small wins while managing longer, complex sales cycles • Exceed activity, pipeline, and revenue targets • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce • Use a solution-based approach to selling and creating value for customers • Promote Databricks' enterprise cloud data platform powered by Apache Spark™ • Ensure 100% satisfaction among all customers • Prioritize opportunities and applying appropriate resources • Build a plan for success internally at Databricks and externally with your accounts

• Pipeline generation and prospecting • Manage all stages of the sales process: outreach, discovery/diagnosis, presentation, proposal, negotiation, and closing • Facilitate procurement and contracting processes: inexigibilidade, procurement waiver (dispensa), and public tenders (licitação) • Identify pain points such as revenue loss, tax inconsistencies, and risks related to IBS • Responsible for targets for new contracts and revenue • Build and maintain strategic relationships with public sector decision-makers

• Drive success through customer-focused initiatives that deliver exceptional value and address key business needs in the hospitality and commercial sectors • Build strong client relationships, collaborating with suppliers, and executing targeted sales strategies • Grow and retain accounts while generating sustainable revenue • Manage a portfolio of non-healthcare customers, including hospitality and Fortune 1000 accounts • Assess client needs, conduct market research and analysis, and provide strategic insights • Conduct regular business reviews and strategic planning sessions with key decision-makers • Collaborate with supplier and distribution partners to deliver tailored, value-driven solutions • Facilitate joint sales calls and onboarding processes with supply partners • Promote and support adoption of programs and solutions that maximize value for non-healthcare members • Maintain detailed sales and account activity in Salesforce.com • Partner with Sourcing teams to develop and execute account strategies • Support new member acquisition efforts as needed while prioritizing account management and expansion