Sales Director, Enterprise – Telco

SLSQ127R202

Databricks Australia is looking for an experienced Sales Director to join its fast-growing Enterprise business in Australia. You will be responsible for leading the team responsible for growing Databricks’ business with some of Australia’s largest and most strategic telecommunications organisations. The team is made up of motivated, capable and coachable Account Executives in Australia.

The successful candidate will have a proven track record of inspiring and motivating high-performing teams to thrive in a fast-paced environment, a deep understanding of and established relationships in Australia’s Telecommunications vertical. You will define the go-to-market strategy, influence cross-functional teams, coach a high-performing team, and build long-term partnerships that accelerate data-driven transformation in the telecommunications industry in Australia.

The impact you will have:

• Develop and execute the ANZ Telco growth strategy, aligning with global priorities and local government regulations
• Build, mentor, and scale a team of experienced Account Executives and Solution Strategists dedicated to the Telco vertical.
• Create Trust-Based Relationships: Develop long-term, executive-level relationships with customers, partners, and internal cross-functional teams
• Drive forecast accuracy, resource planning, and sustainable growth through disciplined execution and performance management.
• Foster a culture that reflects our core values: customer obsession, data-driven decision-making, collaboration, and accountability.
• Manage the Front-Line Voice of Databricks: Lead your team to effectively
  communicate Databricks’ value proposition through customer interactions,
  presentations and proposal submissions
• Distil Customer Needs and Value: Enable your team to understand their customer’s commercial goals and how they relate to the Databricks value proposition

What we look for:

• 10+ years of experience in sales leadership within the telco space, with a record of driving double-digit growth.
• Established relationships with the major telcos/service providers in Australia
• Proven experience leading teams serving government or public sector clients within Cloud, SaaS, or Data Analytics industries.
• Deep understanding of Australia’s telco ecosystem, procurement frameworks, and their wholesaler structure. Knowledge of machine learning and IOT is preferred.
• Demonstrated success in building new markets, managing complex sales cycles, and delivering business outcomes.
• Experience implementing value-based selling frameworks (e.g., MEDDPICC, Challenger, Command of the Message).
• Strong background in partnerships with major cloud service providers, technology vendors, and system integrators.
• Excellent communication, executive presence, and influencing skills with technical and non-technical stakeholders alike.