Job Title

Director, Consumption SellingAs the Director, Consumption Selling you will report to the Global Leader, Consumption Selling and you will lead a team of 8-10 individual contributors. You will be responsible for setting the strategic direction and consumption usage of a strategic set of priority accounts.Your team will be focused on:Account GrowthResponsible for credit drawdown of initial use cases sold and for expansion of additional use cases to drive account growth in consumed credits within initial and other LOBsProactively discovering and pitching new use cases within same line of business with customers as well as extending to other lines of businessEngaging in implementation roadmap/challenges and their implications on potential use case expansion in the futureTechnical Expertise:Understanding customers IT infrastructure and business requirements/ use case roadmapCreating, owning, and executing technical POCs and demos for expansion use cases within initial and other LOBsStakeholder managementCreating a path to accelerate and expand consumption and utilization of Data Cloud within each customer by engaging and influencing a variety of external audiences (technical, LOB) at all levels of the organization (from CxO to developer)Engaging with internal business & technical stakeholders (e.g., implementation partner, prof. services, technical architect, sales, customer success)The ideal candidate will be equally passionate about Data Cloud solutions, customer outcomes, and inspiring a team.What youll achieve:3 Months:Learn, be familiar with Data Cloud solutions, positioning, competition, and product suite Internalize Data Cloud customer success stories and Customer Success systems and processes and understand the current state of regional performance across customer health, retention, and growth metricsEngage your team and understand their mix of customers including risk, status, and opportunities across those customersInvest in understanding your teams strengths and areas of development, and build coaching plans to support them in their career growthEstablish relationships with regional leadership across pre-sales, sales, services, and channel leadership to be a leader in driving cross-functional alignment at scale and ensure customer health and expansion is top of mind6-12 Months:Own forecasting and prioritization for customer successRepresent the voice of the customer in leadership meetings and lead longer term planning the roadmap and GTM growth plan via ConsumptionOwn the overall success of Consumption within the identified set of accounts, ensuring account health and planning. Partnering with cross-functional regional leadership to ensure success from a renewals and expansion standpointMinimum Requirements:A proven track record leading and driving customer success Teams, and aligning in complex customer environments at the executive and departmental levelExperience managing people with a history of creating and inspiring great teams who have delivered resultsExperience executing sales & expansion strategies with Enterprise customers including a deep understanding of utilization and consumption models, plays, and importanceDeep technical knowhow on data architecture & conversant in business languageMix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategyAbility to contribute beyond your role and own strategic initiatives to improve the customer experience with Data CloudProven track record of leading seven-figure engagements with enterprise customers and a demonstrated ability to guide strategy and deliver outcomes for the customers that resulted in material ACV growthPassionate about technology, a natural, credible evangelist, and experienced in translating that passion into business impact for customersStrong written and oral presentation skills and ability to engage with a spectrum of executives- technical and non-technical from developers, and architects, to C-levelPrevious experience in consulting, open source solutions or with an annual subscription sales model is preferredTrack record of creating strong relationships with both internal and external stakeholdersData-driven and analyticalAdaptable to changing market and customer requirements.Excellent leadership, management, and interpersonal skillsWillingness to travel to spend significant time on-site with strategic customers #J-18808-Ljbffr