About the role
<p data-pm-slice="1 1 []">FEQ427R180</p> <p>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.</p> <p>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.</p> <p>You report to the Director, Field Engineering.</p> <h2><strong>The impact you will have</strong></h2> <ul> <li>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.</li> <li>Own pre-sales ROI and effectiveness, including coverage models, prioritisation, and impact on win-rate, sales cycles, and customer adoption.</li> <li>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.</li> <li>Establish and reinforce a solution- and value-based selling culture, focused on business outcomes, not just technical excellence.</li> <li>Partner closely with Sales leadership to support forecast accuracy, pipeline quality, and consumption growth in a usage-driven business model.</li> <li>Engage with senior and executive stakeholders at customers to build trusted relationships and long-term partnerships.</li> <li>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).</li> <li>Represent Field Engineering as part of the regional team, contributing to Databricks' brand, market positioning, and growth in Germany.</li> </ul> <h2><strong>What we look for</strong></h2> <ul> <li>Proven experience building and managing pre-sales or technical field teams in a high-growth environment.</li> <li>Strong background in data engineering, analytics platforms, databases, or data science, gained through engineering, consulting, or technical leadership roles.</li> <li>Demonstrated success in consumption-based or SaaS business models, including forecasting, expansion, and customer adoption.</li> <li>Ability to operate as a player-coach, balancing hands-on deal involvement with scalable team leadership.</li> <li>Track record of partnering effectively with Sales and cross