Digby Norris

GTM Enterprise Account Executive, Digital Natives, Databricks

San Francisco910 followers

Databricks

ex-Google

ex-Cloudera

Experience in GTM for Enterprise Software, Big Data, Predictive Analytics, AI & Cloud Services. Proven ability in Specialized Sales Executive role with strong background in Sales Engineering.
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Considered a utility player recruited into a wide variety of assignments resulting in direct revenue and customer engagement. Innovative, strategic planner, critically assess and qualify sales opportunities, very hands-on, focusing on transitioning enterprise customers to the cloud.

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GTM Index

DATABRICKSJOB
1. Enterprise Account Executi…
  1Y
GOOGLEJOB
1. GTM Specialist, Data Analy…
  5Y 1M
CLOUDERAJOB
1. Dir Cloud Sales Specialist…
  1Y 4M
2. Cloud Services Account Mgr…
  1Y
3. Senior Mgr Sales Eng - Str…
  1Y 1M
4. Sales Eng - Strategic Acco…
  1Y 6M
ENDECAJOB
1. Master Principal Sales Con…
  4Y 4M
ORACLEJOB
1. Principal Business Intelli…
  5Y 9M
2. Senior Sales Consultant, B…
  6Y 5M
INDEPENDENT CONSULTANTJOB
1. Software Developer - Mobil…
  5M
2. Software Developer - Mobil…
  5M
3. Software Developer - Mobil…
  5M
4. Software Developer - Mobil…
  5M
KAISHA TECHNOLOGY, UKJOB
1. Principal OLAP/Data Wareho…
  10M
GSKJOB
1. Developer OLAP, Reporting,…
  3Y 3M
PHARMASYSTEMS UKJOB
1. Software Developer, Pharma…
  2Y 3M

Job: Databricks — Enterprise Account Executive Digital Natives · 2025-10 – present · 10 mo — Specializing in Digital Native Businesses (DNBs) directly supporting fast growing customers with advanced engineering cultures and high scale requirements. Navigates complex, high-velocity sales cycles to help tech-forward startups leverage the Databricks Data Intelligence Platform for modern data engineering, data science, and generative AI initiatives. Responsible for all aspects of customer management, consumption, unlocking new technical use cases, and establishing long-term executive partnerships. Regularly conduct customer presentations, QBRs, Proof-of-Concepts, to successfully win the business.
Job: Google — GTM Specialist, Data Analytics and AI, Google Cloud · 2020-09 – 2025-10 · 5y 1mo — Joined the North American Sales GTM organization for Data Analytics, responsible for customer adoption of Data Analytics & AI solutions for all of NorthAM. Grew Northam pipeline by 1.5x, on target for $150m pipe generation across Data Analytics business. Responsible for identifying customer business goals and aligning them to Google Cloud’s value proposition for best in class AI/ML Data Analytics Platform. Directly accountable for driving customer engagement through executive briefings, competitive analysis, customer presentations, technical demonstrations and scoping, qualifying Proof-of-Concepts. Successfully closed complex BigQuery opportunities early in the year and grew deals levera…
Job: Cloudera — Director Cloud Sales Specialist Team · 2019-05 – 2020-09 · 1y 4mo — Led a Cloud Sales Specialist Team WW, accountable for customer adoption, sales cycle, cloud consumption, onboarding, use cases, pricing, cloud economics. Solving complex Data Engineering, Analytical & ML workloads for the public cloud. Grew Cloud pipeline >$10m, increased customer onboarding >100%. Hands on with beta programs, customer advisory boards, product roadmap, analyst briefings, presenter at industry events. Responsible for content creation and delivery,(pricing proposals, presentation materials, product positioning, competitive reviews, team enablement, gtm programs). Developed customer references, onboarding guides, supporting customers through Trials, POCs, engaged Partners and…
Job: Cloudera — Cloud Services Account Manager - Cloudera · 2018-05 – 2019-05 · 1y — Cloud Services Account Manager - NA West Region - Responsible for first Cloud subscription sales, onboarding, supporting customers as they strive for efficiencies, agility and competitive advantage by adopting Cloud native technologies.
Job: Cloudera — Senior Manager Sales Engineering - Strategic Accounts West USA - Cloudera Enterprise Hadoop · 2017-04 – 2018-05 · 1y 1mo — Technical Sales Engineering Manager - NA West Region - directly responsible for supporting all aspects of the sales cycle for our Strategic customers in the Western region. Responsible for a large team of Sales Engineers, working closely with customers and Sales Account Executives providing application, storage and analysis solutions.
Job: Cloudera — Sales Engineer - Strategic Accounts West USA - Cloudera Enterprise Data Hub, Hadoop Distribution · 2015-10 – 2017-04 · 1y 6mo — Provided Sales Engineering support for Strategic customer accounts in Western region specializing in Cloudera’s Enterprise Data Hub products and services. Deliver technical solution briefs, custom demonstrations, education sessions. Assist customers with cluster installation, pilot projects, long term architecture design and support. Created stability, demand and growth within customer platform managing cross functional teams resulting in reduction of support case load over 10% and increased Professional Services engagement 3x leading to doubling of node counts and end users. Driven design specs, chaired customer feedback and liaised with Product Management and Engineering leading to produc…
Job: Endeca — Master Principal Sales Consultant Big Data Discovery, Oracle Endeca & Advanced Analytics · 2011-06 – 2015-10 · 4y 4mo — Evangelizing Oracle’s Endeca acquisition, products and services for the Western region. Created real world demonstrable assets resulting in industry first revenue deals. Deployed Social Media Analytical Applications and deployed to consultants, partners worldwide. Strategic advisor to Product Management for customer advisory board, reference architectures, product development, roadmap presentations, publications, Oracle Open World contributors.
Job: Oracle — Principal Business Intelligence, Data Warehousing and Analytical Applications Sales Consultant · 2005-08 – 2011-05 · 5y 9mo — Responsible for Business Intelligence & Application Software Sales supporting a team of 20 Business Intelligence Sales Reps covering the Western Region with target $100m revenue. Developed & delivered customer-facing workshops showcasing Oracle technology leading to revenue close, rolled out nationally and deployed to SAAS environments. Conduct competitive analysis, PoCs and pilots, provided deployment guidance & support. Responsible for discovery, qualification, sizing estimates, proposals, ROR and Lift Analysis. Engaged Oracle Partners for creation and delivery of content for trade shows and SIGs.
Job: Oracle — Senior Sales Consultant, Business Intelligence, OLAP, Data Warehousing, Telecommunications · 1999-03 – 2005-08 · 6y 5mo — • Part of North American Business Intelligence Sales Solution Specialist Team providing technical sales support to customers and account managers for the enterprise software sales. • Dedicated to ensuring customer success, identifying primary business challenges, delivering in-depth proof-of-concepts, interacting directly with customers throughout the software evaluation, purchase and implementation cycles, provide post sales Support and Training. • Actively contribute to sales consulting community. Created Oracle Data Mining Field Advisory Board. Consistently created new demonstration systems, scripts, competitive analyses. Provided training of field sales consultants, course requirements…
Job: Independent Consultant — Software Developer - Mobile Applications · 1998-09 – 1999-02 · 5 mo — • Consulted on several Y2K projects, early stage startups, mobility and social millennium projects. • Consultant developing Oracle Express & Cognos Business Intelligence tools to build CRM, OLAP and Data Mining systems, implementing reporting solutions. • Provided post support for Siebel sales force automation systems. Created real-time dashboard reporting systems. Maintained and enhanced data warehouse and OLAP environments
Job: Independent Consultant — Software Developer - Mobile Applications · 1998-09 – 1999-02 · 5 mo — • Consulted on several Y2K projects, early stage startups, mobility and social millennium projects. • Consultant developing Oracle Express & Cognos Business Intelligence tools to build CRM, OLAP and Data Mining systems, implementing reporting solutions. • Provided post support for Siebel sales force automation systems. Created real-time dashboard reporting systems. Maintained and enhanced data warehouse and OLAP environments
Job: Independent Consultant — Software Developer - Mobile Applications · 1998-09 – 1999-02 · 5 mo — • Consulted on several Y2K projects, early stage startups, mobility and social millennium projects. • Consultant developing Oracle Express & Cognos Business Intelligence tools to build CRM, OLAP and Data Mining systems, implementing reporting solutions. • Provided post support for Siebel sales force automation systems. Created real-time dashboard reporting systems. Maintained and enhanced data warehouse and OLAP environments
Job: Independent Consultant — Software Developer - Mobile Applications · 1998-09 – 1999-02 · 5 mo — • Consulted on several Y2K projects, early stage startups, mobility and social millennium projects. • Consultant developing Oracle Express & Cognos Business Intelligence tools to build CRM, OLAP and Data Mining systems, implementing reporting solutions. • Provided post support for Siebel sales force automation systems. Created real-time dashboard reporting systems. Maintained and enhanced data warehouse and OLAP environments
Job: Kaisha Technology, UK — Principal OLAP/Data Warehouse Consultant · 1997-10 – 1998-08 · 10 mo — • Supplied consultant services for many clients completing data warehouse, OLAP reporting, Data Mining, Y2K and implementing security solutions using various technologies. • Provided project management, sales support for national exhibitions and trade show events working closely with account managers driving attendance and follow up sales engagements. • Assisted customers pre & post sales, providing RFP responses, competitive product evaluations and functional/technical specifications and demonstrations.
Job: GSK — Developer OLAP, Reporting, Data Warehouse · 1994-04 – 1997-07 · 3y 3mo — • Designed, developed, trained and supported Sales Force Automation systems, OLAP & Data Warehousing real-time reporting environments to meet customer requirements. Managed remote data communications solutions for National Pharmaceutical sales force. • Implemented state of art compression solution and reduced communications costs by thousands. Provided real-time never before seen key metrics to CEO. Complied with Government regulatory requirements for data security, privacy and accountability.
Job: PharmaSystems UK PLC — Software Developer, PharmaSystems, UK/USA · 1991-09 – 1993-12 · 2y 3mo — • Developed Sales Force Automation, OLAP Data Warehouse transactional and reporting environments for large scale Pharmaceutical Industry using IRI OLAP Express. • Part of technical engineering team that delivered several UK, European and North American client projects providing pre & post sales, implementation, training and support at an international level. • Managed Deployment and Training Requirements at numerous customer sites.
School: University of Wales, Newport — Studied HND Computer Studies
School: Bath College — Studied HNC Computer Studies

Skills

Generative AIAI AgentsData AnalyticsGen AICloud Data AnalyticsEnterprise Data DiscoveryBig Data DiscoveryEndeca Information DiscoveryData MiningPredictive AnalyticsText MiningData VisualizationBig DataAnalyticsData ModelingLexalyticsHadoopCloud ComputingGenerative AI for LeadershipGenerative AI for Sales

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Digby Norris

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