Sr Director, Value Consulting

San Mateo, CA
Sales Productivity
About Snowflake

Snowflake is growing fast and we’re scaling our team to help enable and accelerate our growth. We’re passionate about our people, our customers, our values and our culture! We’re also looking for people with a growth mindset and the pragmatic insight to solve for today while building for the future. And as a Snowflake employee, you will be accountable for supporting and enabling diversity and belonging.

Snowflake started with a clear vision: make modern data warehousing effective, affordable, and accessible to all data users. Because traditional on-premises and cloud solutions struggle with this, Snowflake developed an innovative product with a new built-for-the-cloud architecture that combines the power of data warehousing, the flexibility of big data platforms, and the elasticity of the cloud at a fraction of the cost of traditional solutions.

In addition, Snowflake’s culture was built on the following values that are even more important to us today:

Put Customers First. We only succeed when our customers succeed
Integrity Always. Be open, honest, and respectful
Think Big. Be ambitious and have big goals
Be Excellent. Quality and excellence count in everything we do
Get It Done. Results matter!
Own It
Make Each Other the Best
Embrace each others Differences

About the Team:
The Sales Productivity team’s mission is to enable excellence at scale across Snowflake’s sales organization.  Our business requires that sellers consistently operate at the top of their profession, helping our customers apply innovative technical solutions to company-changing business initiatives.  Against a backdrop of exceptional hiring velocity and rapid internal promotions, we provide our teams with the structure and content to accelerate personal growth.

We do this by identifying, codifying, and operationalizing best practice.  We ensure that every seller, sales engineer, sales development rep, and member of our alliances team has the knowledge, skills, and tools to exceed their targets while preparing to rapidly advance to the next level.  Moreover, we ensure that management has the right tools to create accountability for and coach to best practice.

We have 5 primary practice areas across the team:
 Value Consulting
 Best practice
 Ongoing enablement
 Learning experience design
 Leadership development

About the Role:
The Sr Director, Value Consulting will build and lead our value consulting practice. We have an exceptional product with many clear benefits.  However, we have often struggled to draw a sharp line from those technical benefits to a business case that includes downstream impact on core business initiatives in addition to TCO-based operational cost savings.

Objectives of this role are:
Drive ACV by building business cases that support large, strategic opportunities Build a set of case studies for internal use that describe the value we have created at customers
Help all of Snowflake - sales, marketing, and product - better understand how we ultimately create value for our customers.  Build this thinking into everything we do
Enable every seller at Snowflake to conduct better business discovery and have more effective value-oriented discussions by building tools, templates, and enablement materials

Initial Objectives:

30 days:
Learn our product and how we sell.  Complete all seller-oriented onboarding activities.
Shadow account executives on sales calls
Identify at least 3 existing accounts with expansion opportunities where you can engage to document the value that Snowflake has driven to date

60 days:
Complete 3 value assessments.
Develop a straw-man value framework based on the patterns you are observing
Add 5 more existing accounts to your pipeline

90 days:
Complete 3 more value assessments
Hold a workshop with key sellers plus cross-functional partners to align on a value framework
Document the process you are running to create the value assessments so that it can become more scalable, including discovery questions, output templates, who you are engaging, and results realized
Define hiring profiles for additional headcount to scale the team

What it Takes to be Successful:

    • Broad business context beyond the IT / analytics organizations
    • Highly skilled at creating frameworks and structure where they do not exist
    • Excellent executive-level customer-facing skills
    • Great listener
    • Highly inquisitive and curious
    • Strong people leader and team builder
    • History of sharing your knowledge and aligning your organization to best practice
Snowflake is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.