Services Account Executive/Engagement Manager

Services Account Executive/Engagement Manager

As a Services Account Executive/Engagement Manager in Professional Services at Databricks, you will report to the Sr. Manager of Professional Services. This pivotal role involves driving customer success by selling a portfolio of tailored service offerings. Your primary responsibility is to ensure customers effectively adopt products and achieve desired business outcomes. These offerings include comprehensive product implementation services and training programs designed to maximize solution value and impact.

This role exists to accelerate customer outcomes and platform adoption in Emerging, DNB (Digital Native Business), and Greenfield accounts. You will shape the right services strategy at the right moment in the account lifecycle. The Engagement Manager acts as the connective tissue between Sales, Delivery, Partners, and the Customer, ensuring services are not sold in isolation, but as a lever to drive consumption, retention, and long-term value.

The Services Account Executive/Engagement Manager is a trusted advisor to the account team and our customers for successful implementation, adoption, and value realization. As a quota-carrying role, you will own the services sales strategy by proactively creating demand for new service opportunities and partnering with the Sales team and our partners to develop and successfully execute Services sales opportunities for your assigned territory.

The Impact You Will Have:

• Operate effectively in early-stage, ambiguous customer environments where problem statements are still forming and success criteria must be co-defined.
• Shape and influence Mutual Action Plans by embedding services as outcome-driven milestones tied to customer value realization.
• Collaborate with software sales account teams and our ecosystem of delivery partners.
• Proactively create new Services opportunities.
• Create pipeline and manage end-to-end forecasting process for Services opportunities.
• Meet and exceed quota (Impact, Implementation Services, and Training) in both new and installed base customers.
• Own services pipeline hygiene, deal qualification, and forecast accuracy.
• Build credibility with customer executives by translating technical capabilities into business outcomes, risks, and investment trade-offs.
• Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of services to meet their needs.
• Lead extended team in solutioning and scoping, and proposal development.
• Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities.
• Demonstrate a passion for the job and lead by example by putting Databricks and our customers first to achieve the sales and delivery mission.
• Work with the sales counterpart and engage early in the sales process to understand our customer's needs, their business, how success is defined, and ensure that we are exceeding expectations in delivery and developing valued solutions.
• Identify opportunities for new services by understanding and addressing potential new use-cases and the ability to articulate the business value in the upsell, or extension of services.
• Perform as the Services Account Executive/Engagement Manager in the assigned area and for meeting/exceeding Professional Services and Training bookings and revenue targets.
• Consult with clients to understand and analyze engagement scope, requirements, time, cost and benefits. Responsible for estimating, scoping and developing the statement of work documents as necessary.
• Help resolve delivery challenges, address resource contentions, scoping issues and manage expectations.

What We Look For:

• Experience operating in or alongside a Professional Services organization, with strong commercial acumen and exposure to services sales, delivery, or program leadership.
• Extensive experience in customer-facing roles that require a mix of influencing, validating, negotiating, understanding, and execution.
• Comfort operating with incomplete information and evolving customer requirements.
• Strong judgment in prioritization, trade-offs, and escalation.
• Data and AI domain experience working with customers to realize business value through to production implementations.
• Excellent customer-facing skills including working with Executives and other team members.
• Experience articulating the value-based selling model.
• Experience identifying customer needs and implementing solutions.
• Service delivery and program management skills with the ability to summarize customer success outcomes into well-structured program plans.
• Travel is required up to 10%, more at peak times.

Within 12–18 months, a successful Services Account Executive/Engagement Manager will be recognized by Sales, Delivery, and Customers as a trusted partner who consistently brings the right services into the account at the right time, driving measurable customer outcomes, predictable services forecasting, and strong alignment between consumption, adoption, and delivery.

Key skills/competency

• Professional Services Sales
• Customer Success Management
• Data & AI Solutions
• Value-Based Selling
• Account Management
• Strategic Consulting
• Pipeline Management
• Business Outcome Realization
• Program Leadership
• Stakeholder Engagement