Sr. GTM Lead, frostbyte - Snowflake Computing

Snowflake’s Industry Solution & Technical Innovation Sales Engineering team is actively seeking a Senior Go-to-Market Lead to join the fastest growing, highest impact initiative at Snowflake. In this role you will be responsible for the overall global sales engineering industry strategy, to scope, build, and deliver relevant, memorable, and innovative demos, to uplevel Snowflake’s sales engineering team and improve overall industry sales productivity and effectiveness. You will have the opportunity to apply sales engineering and presentation best practices, to take technical assets and industry solutions to market - with a keen focus on industry go-to-market demo/content design, creation and messaging. The Industry Solution & Technical Innovation you will define, lead, and bring to life Industry Solution & Technical Innovation’s go-to market strategy in a scalable, repeatable and consistent manner on a global scale.

IN THIS ROLE YOU WILL GET TO: 

• Collaborate closely with industry sales, solution marketing, product management, sales engineering, partners, professional services, and sales organization - playing a central role in developing Snowflake’s Industry go-to market technical sales strategy to enable our pre-sales team to effectively target key industry verticals.
• Lead by Example: Demonstrate the business value of the Snowflake Data Cloud, with compelling business outcome demos across industry verticals that highlight our competitive differentiators and business value. 
• Set the bar high: take the technical assets created to market directly, and take full ownership over best practices by actively demonstrating consistent delivery across various channels - customer presentations, Snowflake keynote presentations, Snowflake + third party events and webinars, internal enablement videos and executive / all-hands presentations to show what the best looks like.
• Create sales plays based on industry solution assets that incentivizes the sales organization, work to scale solutions delivery through our SI Partner ecosystem.
• Partner with industry stakeholders within the sales organization and the industry product & marketing teams; lead requirements gathering and identification of use case priority based on demand and market opportunity, implementing and enforcing standard processes for use-case ideation and definitions.
• Surface issues or feature requests with demo content and collaborate with technical teams as needed to resolve them.
• Create & maintain related demo enablement assets - scripts, slides, videos, how-tos, blogs both internally and externally - thoughtful design and curation of content to drive organic adoption and maximize SE productivity in deal cycles or regional events - minimizing prep and maximizing impact.
• Deliver demo training to solution engineers - to raise awareness and familiarity on the business value and technical components of demo assets, as well as raising the bar on demo delivery best practices; communicate & market demo release updates across various internal communication channels.
• Partner closely with industry product management & product marketing on product roadmap and industry launch events, participate in marquee events throughout the year.
• Monitor strategic opportunities, provide demo strategy & architecture advice to industry sales, help account teams with requirements gathering and build efforts for high profile demos, and deliver them memorably when needed.
• Helping shape future innovations by identifying emerging trends, white-space opportunities for Snowflake, and building new programs within identified features.
• Bring clear strategic thinking and excellent problem-solving skills to a range of sales and operational processes.
• Identify opportunities for innovation that could drive value for Snowflake's customers, partnering with product, industry leads, sales, marketing, and professional services to take Industry Solutions & Technical Innovations to market - ie. industry accelerators, open source code, best practices, thought leadership.
• Cultivate relationships and collaborate with cross-functional teams such as Professional Services, Sales Operations, Engineering, Product, Marketing to drive strategic initiatives for Snowflake.
• Leverage our sales engineering enablement platforms to effectively deploy, manage and measure industry sales engineering training.

ON DAY ONE WE WILL EXPECT YOU TO HAVE: 

• 7+ years of industry experience in a sales engineering, designing and developing go-to market strategy for a technical pre-sales team
• Deep experience and understanding of Sales Engineering best practices, proven experience in the development of world-class software demonstrations
• Direct experience working in the SaaS space. Data Science, Data Warehouse, Cloud, Analytics and/or Business Intelligence experience highly preferred 
• Strong executive presence, with experience creating and delivering interactive and engaging demonstrations focusing on value realization facilitated by differentiating technology features
• In-person workshops and online scenario based programs, which practice client facing skills, such as discovery questioning, negotiation, objection handling, presentation, etc.
• Organized and able to manage and deliver multiple tasks efficiently, effectively and on time in a metrics based organization
• Excellent writing, editing, and oral communication skill