Note: The job is a remote job and is open to candidates in USA. Hevo Data is a No-code Data Pipeline platform that enables companies to consolidate data for faster analytics. The Senior Director of Sales Engineering will lead a global team of Sales Engineers, collaborating with sales and engineering teams to drive product sales and improve the technical sales process.
Responsibilities
- Work closely with the sales team to comprehend customer needs and execute a Technical Sales process to meet those needs effectively
- Conduct engaging product demonstrations, proof of concepts, and technical presentations to showcase our solutions to potential customers
- Provide profound technical leadership and guidance to the Sales Engineering team during customer engagements, ensuring clarity and expertise in technical discussions
- Develop competitive content and playbooks, including ROI calculators and POC Guides, to equip the team
- 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
- Refine the technical sales process to ensure competitiveness in the ELT space against key competitors, ensuring consistent success in head-to-head competition
- 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.)
- Collect, synthesize, package, and communicate customer feedback to the Product team, facilitating product improvement and innovation
- Develop deep, trusting relationships with Sales leadership and cross-functional partners, fostering ongoing communication to assess performance gaps and identify needs
- Help refine the pre-sales process and methodology, aligning it with the current sales workflow for maximum efficiency and effectiveness
- Leverage sales enablement platforms to deploy, manage, and measure sales engineering training effectively
Skills
- A bachelor's degree in a technical field
- 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
- An advanced degree is preferred
- Data Science, Data Warehouse, Cloud, Analytics, and/or Business Intelligence experience would be highly preferred
Benefits
- Remote work
Company Overview