Director, Sales Best Practice

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.

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 3 primary practice areas across the team:
Best practice
Ongoing enablement
Learning experience design

About the Role:

    • The Director, Sales Best Practice will initially be an individual contributor role that has two primary objectives
    • Define best practice across key phases of the sales cycle, such as first meeting effectiveness, building a champion, driving expansion, etc.  Your content will be used to support both onboarding activities and ongoing enablement programs
    • Codify prescriptive sales plays that equip salespeople with a comprehensive set of tools for tackling specific technical use cases, competitive scenarios, or business applications of our technology

Additional responsibilities include:

    • Leading training sessions as a facilitator and subject matter expert
    • Driving alignment with sales leadership on best practice and top development priorities
    • Helping regional sales leaders identify and act on key opportunities to improve team performance
    • Articulating priorities and focus areas for the central Ongoing Enablement and Learning Experience Design teams based on feedback from local sales teams

Initial Objectives:

    • 30 days:
    • Learn our product and how we sell.  Complete all seller-oriented onboarding activities, including attending Sales Academy.  Note strengths and weaknesses of the content; provide feedback to the Learning Experience Design team
    • Learn how we manage our business and get to know our reporting systems
    • Shadow at least 5 customer meetings

    • 60 days:
    • Your first key deliverable will be a competitive sales play:
    • Interview experts in Product Marketing to understand key product differentiation relative to the competitor
    • Interview 10 AEs who have engaged the competitor.  Understand what differentiation matters most to customers and what specific sales strategies ensure that the differentiation is valued
    • Build assets to support gaps in our onboarding process
    • Shadow Sales Academy

    • 90 days:
    • Deliver the competitive sales play assets
    • Facilitate Sales Academy (this responsibility will rotate)
    • Begin interviewing AEs to identify best practice for building a champion prior to engaging in a Proof of Value

What it Takes to be Successful:

    • High comfort with ambiguity and creating structure where it does not exist
    • Strong understanding of what a great value-based enterprise sales cycle looks like
    • Can fill in gaps in best practice where it doesn’t currently exist
    • Can effectively apply judgement to pick a winner between competing approaches
    • Leader who is able to influence senior sales managers and build coalitions around key initiatives
    • Strong consumer of data.  Can tell a story with data and use that to drive behavior change.  Effective partner to sales analytics team
    • Engaging facilitator and presenter.  Excellent communicator
    • History of sharing your knowledge and aligning your organization to best practice
    • Passion for teaching, coaching, and enablement
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.