Hi, thanks for reading this message.
I'm interviewing for a sales role at Databricks, and was hoping current and/or former reps from could provide some insight on the current state of sales. I have a dozen or so questions, but will limit myself to three:
1. It's my understanding that the company has moved beyond the "educate about Spark" phase, and has moved on to focus more on their Delta Lake and ML Flow solutions. Is that correct? I can well understand the value of these initiatives, and am somewhat familiar with the open source model, but I'm still not sure how the company expects to monetize those solutions/initiatives. And to put it another way, frankly, as a rep is there enough of a potential return to make working for them worthwhile.
2. Who are the company's primary competitors? I heard Snowflake mentioned a lot, and AWS EMR was as well. I was told that the competitors that Gartner lists (e.g. H20.ai, DataMiner) are never seen in engagements.
3. Clearly the sales org has grown significantly. What's the biggest problem facing it now? Org confusion? Morale? Too many reps? Unfair territory allocation? Product confusion? Lack of training?
Thanks alot, any insight would be appreciated!
1. We still sell our Spark solution. We have a simple cloud software/platform as a service model that is based on consumption. No seat fees, no yearly license fees. ML Flow is free and open source, so we don't plan to monetize that. Delta has also been added to the Linux Foundation recently, but we have a slight charge for that since it requires processing to read.
2. AWS EMR is a similar product that performs worse, is less user friendly, but costs less. We provide a better service and charge more for it. We also contribute to open source spark, but Amazon doesn't. https://spark.apache.org/committers.html there are no Amazon names there.
Snowflake is a partner. They do the data warehouse/database part very well. We do the deep learning, machine learning, ETL piece well.
3. Lack of training for the sales people is an issue. Morale is good as we just had a big funding round with an increased valuation.