• Identifying and closing new opportunities within current customer accounts • Meeting and exceeding quarterly and annual sales targets • Managing the full sales cycle including prospecting, meetings, demos, POCs, proposals, negotiations, and post-sale handover • Generating sales through outbound prospecting and responding to inbound leads • Articulating the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders • Managing pipeline activity and sales performance using Salesforce • Handling quotes, order processing, and general customer requests

• Meet and exceed individual quarterly and annual sales goals • Outbound prospecting into net-new customers • Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations) • Cultivate sales through outbound prospecting and inbound leads • Understand and convey the value of both Grafana Cloud and Grafana Enterprise • Become an expert in managing your sales pipeline in Salesforce • Manage quote creation, order processing, and day-to-day customer requests

• Independently manage the complete sales cycle for commercial-level business opportunities. • Serve as a central point of contact, collaborating with various teams. • Take direct ownership of individual pipeline. • Oversee renewal and quoting processes for customer experience.

• You will secure new logos and expand within the enterprise accounts in the Manufacturing sector. • Expand Databricks use cases in existing and newly won accounts to maximize impact for customers. • Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates. • You will build value in all engagements to guide successful negotiations. • You will plan, document, and drive the growth of Databricks usage for your customers. • You will 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.