FEQ427R180

The data and AI market is at an inflection point: organisations are moving from isolated pilots to platform decisions that shape how they build, operate, and scale for years to come. This creates a significant opportunity to help customers turn data and AI investments into measurable business outcomes.

This role combines people leadership, business ownership, and executive engagement. You will operate as a player-coach in key deals while building a high-performing, scalable field-engineering organisation for a consumption-based business.

You report to the Director, Field Engineering.

The impact you will have

• Build, lead, and scale the pre-sales (Solutions Architect) team for your assigned customers in Germany, including hiring, coaching, performance management, and career development, and owning coverage across your account portfolio.
• Own pre-sales ROI and effectiveness, including coverage models, prioritisation, and impact on win-rate, sales cycles, and customer adoption.
• Act as a player-coach by balancing hands-on involvement in key customer engagements with building repeatable motions, artefacts, and coaching mechanisms that scale impact across the team.
• Establish and reinforce a solution- and value-based selling culture, focused on business outcomes, not just technical excellence.
• Partner closely with Sales leadership to support forecast accuracy, pipeline quality, and consumption growth in a usage-driven business model.
• Engage with senior and executive stakeholders at customers to build trusted relationships and long-term partnerships.
• Drive a scalable adoption model by anchoring partner and PS attach and establishing a crisp pre-/post-sales handshake tied to consumption outcomes (onboarding readiness, adoption milestones, expansion path).
• Represent Field Engineering as part of the regional team, contributing to Databricks' brand, market positioning, and growth in Germany.

What we look for

• Proven experience building and managing pre-sales or technical field teams in a high-growth environment.
• Strong background in data engineering, analytics platforms, databases, or data science, gained through engineering, consulting, or technical leadership roles.
• Demonstrated success in consumption-based or SaaS business models, including forecasting, expansion, and customer adoption.
• Ability to operate as a player-coach, balancing hands-on deal involvement with scalable team leadership.
• Track record of partnering effectively with Sales and cross-functional leaders to drive measurable business outcomes.
• Experience establishing repeatable processes that improve efficiency without limiting innovation or ownership.
• Passion for the data and AI market and the ability to articulate a clear, executive-level POV on the value of Databricks.
• Executive presence with the ability to influence and communicate confidently with senior stakeholders.
• Fluent German (highly preferred) and fluent English (required).