SLSQ425R181

APJ Sr Director of Product & Specialist Sales

We are seeking a dynamic and visionary sales leader to lead our high-impact product specialist and solutions sales teams across the Asia Pacific & Japan region. As part of the APJ Leadership team, this leader will drive the go-to-market strategy for our most strategic product domains—including Enterprise Data Warehouse (EDW), Unity Catalogue, Mosaic AI, SAP, and more. This role is critical to accelerating Databricks’ growth in APJ by ensuring that customers benefit from all parts of our platform.

The impact you will have:

• Drive Revenue Success: Build and exceed APJ’s quarterly and annual product / platform targets by leading and motivating account executives, solution architects and specialists and cross-functional teams.
• Product Sales Leadership: Oversee the execution of sales plays and programs for strategic product areas such as EDW, UC, Mosaic AI, SAP, and others, ensuring alignment with Databricks’ regional and global priorities.
• Strategic Planning & Execution: Develop and implement evolving go-to-market and revenue plans tailored to the APJ market, leveraging market insights and customer needs.
• Cross-Functional Collaboration: Partner closely with Product Management, Engineering, Marketing, Field Engineering, and Partner teams to deliver integrated solutions and maximize customer impact.
• Operational Excellence: Establish operational rigor for pipeline management, reporting, KPIs, and sales processes to ensure consistency and scalability across the region.
• Customer Value & Enablement: Empower the GTM team to articulate and quantify Databricks’ value proposition for technical and business stakeholders, from C-level executives to data practitioners, across select products.
• Talent Development: Recruit, coach, and develop a high-performing team of product / sales / pre-sales specialists, fostering a culture of continuous learning, innovation, and customer obsession.
• Market Intelligence: Conduct market and competitive research, aggregate customer feedback, and identify trends to inform product positioning and go-to-market strategy.
  
  

What we look for:

• 10+ years of progressive experience in enterprise software sales, including Director-level leadership in a high-growth SaaS or cloud environment.
• Proven track record of building, leading, and scaling high-performing sales and specialist teams, with experience managing Account Executives and product/domain specialists.
• Deep understanding of data, analytics, and AI solutions, with expertise in one or more of: EDW Modernization, Data Governance, AI/ML platforms, SAP, and/or cloud data architectures.
• Demonstrated ability to develop and execute go-to-market strategies for complex product portfolios in APJ or similar markets.
• Exceptional leadership and team development skills, with a passion for coaching, mentoring, and empowering diverse teams.
• Strong analytical, strategic planning, and communication skills, with the ability to translate technical concepts into business value for executive and technical audiences.
• Experience collaborating across product, engineering, marketing, and partner organizations to deliver integrated customer solutions.
• Excellent C-level communication, presentation, and relationship-building skills.
• Bachelor’s degree required; advanced degree in business, engineering, or related field preferred.