Build Databricks Competitive Intel Motion

Company Context

Databricks is a leading data and AI platform company with strong momentum in the enterprise market across data engineering, analytics, machine learning, and generative AI. You are interviewing for an Account Executive role covering large enterprise accounts in North America. Leadership wants AEs to move beyond reactive deal support and build a repeatable, account-level strategy for staying informed on industry trends and the competitive landscape—especially as customers evaluate Databricks against Snowflake, Google BigQuery, Microsoft Fabric, AWS-native services, and point solutions in AI and governance.

Strategic Situation

Your territory includes 40 named enterprise accounts across financial services, retail, and healthcare. Pipeline reviews show that competitive pressure is increasing: more deals involve formal bake-offs, procurement is asking for clearer ROI, and executive buyers want a point of view on where the market is heading. The VP of Sales asks you to design a practical competitive-intelligence and market-sensing approach that improves win rates, sharpens account prioritization, and helps position the Databricks Data Intelligence Platform more effectively over the next two quarters.

You are not being asked to build a corporate strategy function. Instead, the question is: how should an enterprise AE systematically stay informed about industry trends and the competitive landscape, and translate that into better territory strategy and deal execution?

Data Points

Additional account signals from the territory:

• 14 accounts are actively evaluating lakehouse modernization or warehouse consolidation.
• 11 accounts have announced generative AI initiatives in the last 12 months.
• 9 accounts currently use Snowflake as a primary analytics platform; 7 are heavily invested in Azure; 6 have large AWS footprints.
• SE support is limited: each AE effectively gets only 30 hours per month of shared solution architect capacity.
• Sales leadership expects a measurable improvement in competitive win rate within 6 months, without adding headcount.

Deliverables

As the AE, outline your strategy for this territory.

1. Define how you would segment the market and prioritize which trends and competitors matter most for your accounts.
2. Propose a repeatable system for gathering competitive and industry intelligence using Databricks-relevant sources, customer signals, and internal feedback loops.
3. Explain how you would convert that intelligence into account plans, messaging, and opportunity strategy.
4. Identify the metrics you would use to judge whether your approach is working.
5. Recommend where you would spend time personally versus where you would rely on internal teams, partners, or tooling.

Constraints

• You have 6 months to show impact.
• No incremental budget beyond normal field-sales resources.
• You must stay compliant and avoid using confidential competitor information.
• Your approach must be lightweight enough to sustain while carrying a full quota.