FEQ427R177
Germany’s strategic Manufacturing and Energy customers are at an inflection point: AI is moving from pilots to platform decisions. This is a rare, once-per-cycle transition where the platform choice will set the pace for the next decade of industrial AI in Germany – shifting from data programmes to AI-driven operations at scale.
This role combines people leadership, business ownership, and executive engagement. You will operate as a player-coach in critical 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 Strategic Manufacturing and Energy customers in Germany, including hiring, coaching, performance management, and career development, and owning coverage for complex industrial stakeholder environments.
- 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 in strategic opportunities by balancing hands-on involvement in the most critical 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 C-level and senior executives at strategic 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 leadership 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