Senior Manager, Sales Process & Methodology Enablement

$147,000 - $204,700/Yr

Snowflake Computing - San Mateo, CA

Full-time - Mid Level

San Mateo, CA

Computing Infrastructure Providers, Data Processing, Web Hosting, and Related Services

About the position

Join the Snowflake team as a Senior Manager in Sales Enablement, a crucial function within our Field organization. This role is designed to ensure that our field teams, including Account Executives, Sales Engineers, and Partner Account Managers, remain at the forefront of product innovation, sales skills, and operational processes. The learning curriculum is structured into three key components: What We Sell, focusing on product and industry training; How We Sell, which encompasses sales processes, methodologies, and soft skills training; and Run the Business, aimed at achieving operational excellence. As the Senior Manager, you will take ownership of the How We Sell and Run the Business curriculum, which involves building and maintaining comprehensive documentation and occasionally teaching these competencies. You will conduct workshops on Champion Building, Executive Engagement, Account Planning, and Territory Planning, among others. Additionally, you will lead the design, update, and documentation of the Snowflake Customer Journey, acting as a strategic thought partner to field and enablement leaders. In this role, you will mine field-proven techniques, drive subject matter experts (SMEs) to consensus, and document best practices. You will serve in a management consulting capacity for the field, collaborating with field leaders and SMEs to lead the Customer Journey project, ensuring thorough documentation of the entire Customer Journey. Your responsibilities will include analyzing existing sales competencies to identify behaviors that lead to optimal outcomes, creating content to address learning gaps, and working with field leaders and the extended enablement team to instill these behaviors in the field. You will also be responsible for writing playbooks for various content needs, which may be delivered in formats such as PDFs, eLearning courses, or static text on the content management system (CMS). A deep understanding of both sales and sales engineering roles will be essential to influence the content effectively.

Responsibilities

• Own the How We Sell and Run the Business curriculum.
• Build and maintain documentation for sales enablement.
• Conduct workshops for Champion Building, Executive Engagement, Account Planning, and Territory Planning.
• Drive the design, update, and documentation of the Snowflake Customer Journey.
• Act as a strategic thought partner to field and enablement leaders.
• Mine field-proven leading techniques and document best practices.
• Lead the Customer Journey project, collaborating with field leaders and SMEs.
• Analyze existing sales competencies to identify behaviors that lead to the best outcomes.
• Create content to close learning gaps and prioritize learning plans with field leaders.
• Write playbooks for various content needs in multiple formats.

Requirements

• A minimum of 10+ years of relevant experience in technical partner enablement, sales engineering, and/or technical product marketing.
• Experience in data virtual warehousing, data engineering, or data science.
• Hands-on experience in learning design and measurement, including Bloom taxonomy and Kirkpatrick framework.
• Proficiency in enablement tooling such as Learning Management Systems and content management systems.
• Strong program management skills across multiple stakeholders with competing priorities.
• Domain expertise in consulting, design & development, training facilitation, and stakeholder management.
• Familiarity with selling methodologies such as value selling and Challenger Selling.
• Ability to conduct discovery, problem-solving, and facilitate workshops.

Nice-to-haves

• Experience in gamification techniques for learning.
• Familiarity with dashboards and CRM updates.

Benefits

• Medical, dental, and vision insurance.
• Life and disability insurance.
• 401(k) retirement plan.
• Flexible spending and health savings accounts.
• At least 12 paid holidays.
• Paid time off.
• Parental leave.
• Employee assistance program.
• Participation in Snowflake's bonus and equity plan.