Project Background

You are an Account Executive at Databricks responsible for improving sales-process transparency across a strategic territory. Your region has 28 active enterprise opportunities, but pipeline reviews are inconsistent: some deals are tracked in Salesforce, technical milestones live in scattered notes, and executive sponsors complain they cannot tell which accounts are truly on track for a Lakehouse, Unity Catalog, or Mosaic AI expansion this quarter.

You have 6 weeks before QBR, and leadership wants a repeatable operating model that makes deal progress, risks, and next steps visible across Sales, Sales Engineering, Customer Success, and leadership. The working team includes you, 2 Sales Engineers, 1 Solutions Architect, 1 Customer Success Manager, and 1 Deal Desk partner.

Key Stakeholders

The Regional Director wants cleaner forecast accuracy and fewer last-minute surprises. Sales Engineers want less admin work and clearer handoffs for Databricks demos, POCs, and security reviews. Deal Desk wants approval requests documented earlier. Customer Success wants expansion opportunities documented before close so onboarding can start quickly. These priorities compete because better documentation often adds overhead to already busy customer-facing teams.

Constraints

• Timeline: 6 weeks, ending before QBR
• Scope: 28 active accounts, including 8 late-stage opportunities
• Budget: No new tools or headcount; must use existing systems such as Salesforce and Databricks account planning artifacts
• Capacity: Each stakeholder can spend at most 2 hours per week on process changes
• Success target: Improve forecast-call confidence for all late-stage deals before quarter end

Complications

1. Three high-value opportunities have incomplete MEDDPICC fields and undocumented technical blockers.
2. One Sales Engineer is supporting a large customer workshop and has limited availability for the first 2 weeks.
3. The Regional Director wants immediate visibility, while reps push back on adding more process.

Your Task

1. Build a 6-week execution plan to make the sales process transparent and consistently documented.
2. Define what must be documented at each deal stage, including ownership and review cadence.
3. Propose how you will handle stakeholder resistance and keep admin burden low.
4. Identify the top risks to adoption and execution, with mitigation plans.
5. Define measurable success criteria for QBR readiness and ongoing use.