Sr Manager / 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.

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 Manager / Director, Sales Best Practice is an individual contributor role that has two primary objectives:
 Co-own the sales productivity number for a geographic region with regional sales management
 Define best practice for a particular phase of the sales cycle, such as first meeting effectiveness, building a champion, driving expansion, etc.  

We are looking for multiple Sales Best Practice subject matter experts, who will collectively span our global team and our sales process from pipeline generation through to expansion.

Responsibilities include:
 Defining global best practice for a particular element of the sales cycle
 Driving alignment with North American 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
 Evangelizing and reinforcing global programs at the local level
 Leading training sessions as a facilitator and subject matter expert.

Initial Objectives:

30 days:
 Learn our product and how we sell.  Complete all seller-oriented onboarding activities.  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
 Review performance data for your region to understand strengths and weaknesses at both the regional and individual levelInterview both individual contributors and managers to gather their perspectives on the needs of the team

60 days:
 Review regional enablement plan with regional leadership.  The plan should contain:
 Regional strengths and weaknesses based on data + interviews
 List of new hires not meeting target + hypothesized underlying issues
 Action plan jointly owned by sales management + sales productivity
 For your focus area in the sales process:
 Based on sales leadership perspective as well as available data, determine the AEs who are best at executing that phase
 Interview them to determine what they do well
 Develop first-cut documentation of best practice

90 days:
 Execute your regional enablement plan
 For your focus area in the sales process:
 Review and socialize your view of best practice
 Working with the ongoing enablement team, develop a plan to train the global organization on best practice
 Working with sales analytics, ensure that we are able to easily measure and report on success.  Where appropriate, build the right reviews and feedback mechanisms into our management processes

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 approachesLeader 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 teamEngaging facilitator and presenter.  
    • Excellent communicatorHistory of sharing your knowledge and aligning your organization to best practicePassion 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.