Senior Director, Sales Engineering (47)

Senior Director of Sales Engineering

As the Senior Director of Sales Engineering, you will play a pivotal role in driving the sale of our ELT solutions globally. You will build, train, and lead a global team of high-performing Sales Engineers. You will collaborate closely with the GlobalSales and Engineering teams to ensure the seamless delivery of our products and consistent feedback to the product organization.

Understanding Customer Requirements: Work closely with the sales team to comprehend customer needs and execute a Technical Sales process to meet those needs effectively.

Product Demonstrations and Presentations: Conduct engaging product demonstrations, proof of concepts, and technical presentations to showcase our solutions to potential customers.

Technical Leadership: Provide profound technical leadership and guidance to the Sales Engineering team during customer engagements, ensuring clarity and expertise in technical discussions.

Competitive Content: Develop competitive content and playbooks, including ROI calculators and POC Guides, to equip the team.

OKR Tracking: Define and track OKRs such as POC Win Rate, Win Rate, O2C rate, No Opp rate, and Loss Calls, leveraging them as indicators for annual and quarterly strategic planning and driving business growth.

Technical Sales Process Refinement: Refine the technical sales process to ensure competitiveness in the ELT space against key competitors, ensuring consistent success in head-to-head competition.

Team Building and Development:

• Create and deliver content, information, and tools to develop a world-class ELT sales engineering team that can deliver on company goals, including building client relationships, identifying client needs, how our products and services can meet client needs, and capturing opportunities within our accounts.
• Define key processes for POC Requirements, RFP Database, Product feedback, Hiring Requirements, Escalation/Support.
• Build specialized Subject Matter Expertise within the team (e.g. Oracle Log-based CDC, Snow Pro advanced certifications like Architect, Data Engineer, Data Scientist, etc.).

Customer Feedback Management: Collect, synthesize, package, and communicate customer feedback to the Product team, facilitating product improvement and innovation.

Stakeholder Relationship Management: Develop deep, trusting relationships with Sales leadership and cross-functional partners, fostering ongoing communication to assess performance gaps and identify needs.

Pre-sales Process Refinement: Help refine the pre-sales process and methodology, aligning it with the current sales workflow for maximum efficiency and effectiveness.

Sales Enablement Platform Utilization: Leverage sales enablement platforms to deploy, manage, and measure sales engineering training effectively.

What you'll bring to the table:

Technical Expertise:

• Deep understanding of ETL space.
• Deep understanding of "Modern Data Stack" analytical architecture, including both batch and streaming interfaces.
• Deep understanding of Snowflake, BigQuery, Redshift, and Databricks.
• Deep knowledge of software implementation best practices.
• Ability to understand complex technical concepts and develop them into a consultative sale.

Qualifications:

• A bachelor's degree in a technical field; an advanced degree is preferred.
• 15+ years of experience leading Sales Engineering teams in the data/analytics space.
• Ability to hire and develop A players.
• Ability to coach and develop team members.
• Experience in both a large company and a startup environment.
• Experience running teams globally.
• Excellent verbal, written, and in-person communication skills to engage stakeholders at all levels of an organization (individual developer up to CTO).
• Demonstrated ability to collaborate across teams and functions.
• Proven track record of meeting and exceeding sales targets.
• Direct experience working in the SaaS space. Data Science, Data Warehouse, Cloud, Analytics, and/or Business Intelligence experience would be highly preferred.