Enterprise Account Executive - Public Sector

SLSQ127R139

As a Public Sector Account Executive – Japan, you will own strategic sales into Japan’s government and broader public sector, driving adoption of our data and AI platform across central ministries, local governments, and public institutions. You will lead the full sales cycle, build executive relationships, and collaborate closely with internal and partner teams to support Japan’s digital government and modernization initiatives.

The impact you will have:

• Own and exceed revenue targets by winning new public sector customers across Japan, including central ministries, local governments, government agencies, and public institutions.
• Develop and execute a clear territory and account strategy to identify, prioritize, and win high‑potential public sector accounts.
• Plan, document, and drive the expansion of Databricks usage in newly landed accounts, turning initial projects into broad, high‑impact data and AI platforms.
• Proactively identify new AI and data use cases in government operations and feed these insights into Japan’s public sector go‑to‑market, influencing product direction and regional strategy.
• Use a solution‑oriented, value‑based sales approach that links Databricks to measurable outcomes for public services and citizens.
• Orchestrate Databricks’ internal teams and our ecosystem of partners (SI, cloud, and consulting partners) to run effective sales motions and deliver successful customer outcomes.

What we look for:

• 8+ years of SaaS, cloud, AI, or big data sales experience in Japan, with meaningful exposure to public sector accounts and a proven ability to drive adoption of new technologies through a consultative, solutions‑oriented sales approach.
• Demonstrated ability to navigate complex public sector stakeholder ecosystems, building consensus across multiple departments, budget owners, and decision/approval layers.
• Deep understanding of public sector priorities in Japan, including typical buying processes, buying cycles, decision‑making structures, and the broader ecosystem of partners that support government projects.
• Extensive experience with Japanese government procurement, including familiarity with budget formulation and execution, tender/RFP processes, evaluation criteria, and relevant compliance and security frameworks.
• Strong background in selling usage‑based PaaS/SaaS or data, AI, and ML solutions is highly preferred.
• Solid experience applying structured sales methodologies and processes (e.g., account planning, MEDDPICC, value selling, Command of the Message) to win complex, multi‑stakeholder deals.
• Proven track record of creating strong customer champions and leading collaborative internal and external teams to support implementation and expansion within strategic accounts.
• Clear understanding of how to build a focused partner strategy for the public sector and manage SI, cloud, and consulting partners to jointly win and deliver large, impactful projects.