Strategic Account Manager - Government

Miro

About the Team Australia is the hub for the APAC region at Miro with 70 employees across the region based in Sydney, Melbourne and Singapore. This role is a Strategic (Large Enterprise) Account Executive role partnering with our strategic and key accounts in the region. The Strategic Accounts Team is at the forefront of Miro's growth strategy, partnering with the world's largest companies to drive innovation and transformation through visual collaboration. We're a high-energy, collaborative team focused on establishing Miro as a strategic platform within our customers' organisations and expanding our enterprise footprint. About the Role As an Strategic Account Manager, you will own the end-to-end relationship and strategic growth for a portfolio of Miro's accounts within the ANZ region. You will act as a trusted advisor, focusing on deeply understanding your customers' business challenges and objectives. Your goal is to drive significant value and innovation through Miro, fostering strong partnerships while identifying and executing on opportunities for both account expansion and new business growth within your assigned territory. What you’ll do * Develop and execute strategic account plans for assigned large enterprise customers, identifying key opportunities for both expansion and new business growth. * Build and maintain strong, long-term relationships with multiple stakeholders (including executives) across your accounts, acting as a trusted advisor. * Proactively identify and engage new teams, departments, or high-value use cases within existing accounts to expand Miro's footprint and value. * Lead complex sales cycles for both expansion and new business opportunities, from qualification and value articulation through to negotiation and close. * Partner closely with Customer Success Managers to ensure customer health, drive adoption of key use cases, and identify growth signals. * Master Miro's platform and solutions to effectively demonstrate value, inspire new ways of working, and address customer needs. * Develop Miro’s brand in state government through events and partnering with industry bodies * Drive strong business management through achieving quarterly and annual targets and maintaining an accurate forecast and pipeline What you’ll need * 8+ years of successful experience in a quota-carrying Account Management or Account Executive role within SaaS, managing and growing large, complex enterprise accounts. * Proven track record of consistently exceeding targets through both new business acquisition (within accounts or potentially net-new) and account expansion/growth. * Experience managing the full customer lifecycle, including navigating complex renewals and driving expansion opportunities (deals typically in the $50k-$150k+ ACV range). * Strong ability to build relationships and communicate value effectively with diverse stakeholders, including C-level/VP executives. * Excellent discovery, strategic account planning, and value selling skills. * Proficiency in applying a structured sales or account management methodology ie. MEDDPICC, Miller Heiman, Challenger * Collaborative mindset with proven experience working effectively with Customer Success, Sales Engineering, Marketing, and other internal teams. * Alignment with Miro's Mindsets (e.g., Drive, Curiosity, Empathy, Accountability) and a genuine passion for customer success. What's in it for you We want you to feel supported, connected, and ready to grow. Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning & Development stipend. Join a diverse team where you can do your best work. Full benefits may differ per location. If you would like to learn more about location-specific benefits, please refer to our Global Miro benefits board. #LI-AN1

Databricks

Databricks is experiencing tremendous growth as enterprise organizations transition from evaluating AI to rapidly deploying production-grade AI systems. This role exists to redefine how we enable our largest customers to move faster, activate their data workforces, and convert platform investments into measurable business outcomes. As the Senior Manager of Capability Engineering & AI Adoption for APJ, you will lead a regional team of deeply Customer Enablement Architects who act as the ultimate trusted advisors and builder-enablement partners for Databricks’ most complex customers. You will operate at the intersection of technical depth and business strategy—translating advanced product roadmaps into just-in-time, personalized capability programs that meet customers exactly where they are in their modernization and AI adoption journeys. This position will be reporting to Director, Capability Engineering APJ.  THE IMPACT YOU WILL HAVE * People Leadership: Lead, coach, and develop an elite regional team of Customer Enablement Architects across APJ, setting a high standard for technical depth, customer impact, and creative problem-solving. * Capability Engineering at Scale: Redesign enterprise enablement workflows, moving away from legacy episodic models to continuous, contextual, and hyper-personalized capability building aligned with customers' modernization curves. * AI Adoption & MAU Activation: Partner directly with account teams and field leadership to diagnose capability blockers and drive measurable increases in Monthly Active Users (MAU) across strategic enterprise accounts. * Hands-on Builder Innovation: Cultivate a builder culture within the team to design and deploy custom enablement applications, tools, and prototypes (e.g., via Databricks Apps, Genie, or agentic frameworks) when standard curricula fall short. * Executive & Stakeholder Alignment: Conduct deep discovery sessions with enterprise technical leaders and C-suite executives, aligning strategic capability roadmaps with the customer's high-level AI transformation goals. * Global Operational Integrity: Serve as the regional voice into global curriculum and certification teams to prioritize APJ market needs and skill gaps, while maintaining strict operational rigor with training logistics teams. * Strategic Regional Presence: Undertake significant regional travel across APJ to engage directly with strategic enterprise accounts on-site, lead high-stakes executive alignment sessions, and provide hands-on leadership to a geographically dispersed team.  WHAT WE LOOK FOR * Technical Depth: Deep foundational understanding of lakehouse architecture, data engineering/ETL pipelines, data governance, and generative AI/agentic workflows to earn immediate respect from customer data teams. * Hands-on Builder Mindset: A non-negotiable track record of personally designing, building, and deploying working prototypes, automation tools, or technical apps. * Customer-Facing Solutioning: Prior experience in a solutions architect, customer success engineering, technical pre-sales, or advanced delivery role, with a proven ability to confidently navigate ambiguity and discover core user friction points. * Enablement Reinvention: Passion for moving beyond legacy classroom-style or completion-centric learning models into just-in-time, contextual capability building embedded directly in user workflows. * Commercial & Business Insight: Ability to connect technical skill outcomes to core P&L levers, influence renewals/expansions, and collaborate effectively with sales on strategic account planning. * APJ Fluency & Mobility (Required): Lived experience operating across APJ markets (ANZ, SEA, Japan, India, Korea). Ability and willingness to travel extensively (frequent regional travel expected) to meet customers and support team members across different geographies. You possess the resilience and cultural adaptability required to remain highly effective while managing a demanding regional travel schedule.  * Leadership and Credibility: Prior experience leading and managing technical or customer-facing engineering teams, with a proven ability to mentor talent, hold a high bar, and build a cohesive team identity. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Databricks

CSQ327R50 Databricks is redefining what organisations can achieve with data and AI. As the unified platform powering the world's most ambitious data-driven enterprises, we sit at the intersection of cloud migrations, AI transformation, and real-time intelligence—and our customers challenge us every day to go further. As Manager, Forward Deployed Engineering for NSW, you will lead a high-performing team of Forward Deployed Engineers and AI Engineers at the forefront of this transformation. Partnering with Databricks' most strategic enterprise accounts, you will shape how Australia’s leading organisations migrate to the lakehouse, build next-generation AI and GenAI systems, and unlock sustained business value from their data investments.  As a people leader, you will build and scale a team that represents Databricks' highest standard of technical excellence and customer impact. Your team will partner with ASX100 enterprises across industries to architect and deliver mission-critical solutions, from large-scale data migrations and legacy modernisation programs to cutting-edge generative AI, MLOps, and AI agent deployments. You will set the bar for delivery quality, grow world-class talent, and drive the strategic governance framework that ensures every engagement is executed with precision and measurable impact. THE IMPACT YOU WILL HAVE: * Drive regional performance targets—including billable utilisation, team growth, and hiring—while championing delivery excellence and customer success across the ANZ FDE portfolio * Lead high-stakes enterprise engagements: partner with Account Executives, Engagement Managers, and Field Engineering leaders to position and deliver transformational PS programs spanning data migrations, AI/ML platforms, and advanced analytics * Champion delivery governance and operational rigor: establish best practices for project oversight, risk management, and quality standards that scale with a growing RSA & AI Engineering practice * Act as executive escalation point for critical customer situations, leveraging deep technical credibility and leadership judgment to protect strategic relationships and drive resolution * Develop and retain exceptional technical talent: mentor Resident Solutions Architects and AI Engineers through structured career pathways, technical coaching, and a culture of innovation, mastery, and continuous growth WHAT WE LOOK FOR: * 4+ years of people leadership experience managing high-performing technical delivery teams, solution architects, or professional services organisations—with a proven track record of building excellence-driven cultures * 5+ years of hands-on individual contributor experience as a technical solutions architect or data/AI engineer, providing the technical depth to coach and credibly support senior practitioners * Demonstrated success leading large-scale data platform migrations and AI/ML programs within enterprise environments, across industries such as Finance, Healthcare, Retail, Telco, or Energy * Strong executive presence and stakeholder management skills, with experience navigating complex, high-stakes customer environments and influencing at the C-suite level * Familiarity with Databricks, Apache Spark™, MLflow, Delta Lake, or the modern data and AI ecosystem; hands-on experience with Databricks or a direct competitor is highly valued About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.