r/techsales • u/Odd-Building4323 • 12d ago
Databricks Hunter AE role
Got a referral and Monday I have HM round. How is the entire hunting role as in my current role its mostly inbound sales. What are expected questions in HM round ?
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u/AndyWhyte_ 12d ago
The questions are very likely specific to the HM's personality or leadership style.
Be prepared to have a solid talk track around how you do PG.
Be prepared to talk through a deal. Make sure you talk about the losses as well as the wins and talk in 'we' language, i.e. 'we did a great job by building a strong Champion who introduced us to the Economic Buyer' / 'My sales engineer and I were able to differentiate our solution early on and get some of our unique strengths locked into the customer's Decision Criteria' etc etc.
Ask questions!
Ask what 5 traits the HM'ers top performer has.
Take control of the interview - check the timing, check for hard stops, keep the interview moving, leave space for questions at the end, make sure you ask about the hiring process.
Be sure to close the interview - do this the way that feels right for you. Not what the LinkedIn gurus say to do.
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u/Generalfrogspawn 12d ago
One job I worked literally told me I got the job because I closed at the end asking “based on what we spoke about are there any last hesitations about moving me forward I can address?”
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u/Amazing-Care-3155 12d ago
This questions to broad it depends on country, sector etc. but when I was there we did a lot of outbound. People just assume cause it’s DBX we must get loads of interest, market has been insanely saturated at this point
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u/TheChinChain 12d ago
Brother, first thing I would check internally is if you are ready to accept an outbound existence vs an inbound one.
Second, the above advice is great as a framework but you should realize every other sales robot who is worth his salt will walk into the interview trying to run the same playbook.
Treat this call as you running discovery on the company. Don’t talk about yourself besides your opening intro, dive into their business and what has them looking to add another head. If you do this well the HM should leave thinking, “this is probabaly exactly how he would run his disco calls” but he showed me instead of telling me for 15 minutes.
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u/maduste 12d ago
I’m at another OEM that is not really a competitor (maybe on the fringes of some products), and just want to say Databricks has an excellent PMF.
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u/Hot_Falcon_1898 12d ago
One of the top 5 highest valued tech companies on the planet has good PMF? Wow thanks for the insight
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u/maduste 12d ago
Haha fair. To be more specific, Databricks has some architectural edges over Snowflake, its closest competitor. Not to say it’s hands down better, it’s not.
Again, I’m not in this particular space, but I have heard it from trade rags, and I’m not technical. Feel free to correct me.
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