Databricks8 дней назад
Lead GTM Enablement & Scale Architect, Field Engineering - Customer Skills
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РЫНОК
17 500 ₽медиана по профессии
Tech Lead / Team Lead · 19 вакансий с указанной зарплатой
5 250половина предложений: 14 716–20 9171,2 млн
Работодатель не указал зарплату — сравните с рынком сами.
United States
Обязанности
- 01Own the global strategy for Customer Skills across Field Engineering - the frameworks, the standard, and the definition of what separates a technical specialist from a trusted advisor - and then execute it end to end
- 02Build the influence approaches in the context of the platform: discovery, working backwards from business outcomes, executive engagement, value framing, and consumption-driven selling, all taught against real Databricks deals and real customer scenarios, never in the abstract
- 03Elevate the field from builder to builder-plus-advisor: define the behaviors that matter now that AI has lowered the technical barrier, and build the programs that develop judgment, presence, and the ability to influence a CxO
- 04Build and ship enablement at scale using AI: use Claude Code, vibe coding, and AI content pipelines to generate first-draft practice scenarios, role-play prompts, coaching content, and personalized learning journeys, then curate for impact
- 05Design and build AI-powered practice environments - executive role-plays, scenario simulators, personalized coaching agents - that SAs use in their flow of work, so practice happens before the customer meeting, not after the deal is lost
- 06Partner directly with FE leadership, the People Team, and enablement peers to embed customer skills into the hiring bar, performance management, and career development, so this becomes how we hire, coach, and promote, not a one-time program
- 07Enable SAs and account teams to break out of the IT silo and drive consumption at the CxO level
- 08Establish a tight leadership feedback loop: systematically surface where the field stalls - in discovery, in the executive conversation, in converting a technical win into consumption - and bring those insights back to FE leaders with recommendations they can act on
- 09Create enablement that changes behavior, not completion rates: workshops, AI simulations, peer coaching frameworks, and certification paths, always biased toward what shows up in the next customer conversation
- 10Stay a practitioner of what you teach: spend ~10-15% of your time leading the customer executive conversations you train SAs on - EBCs, CxO briefings, strategic account reviews
- 11Define and track KPIs that measure behavior change: SA confidence, quality of customer engagement, deal progression velocity, and consumption growth in enabled accounts
Требования
- 01A technical leader who has built customer-facing skill at scale inside a large, global technical organization - you have done a version of this job before, for hundreds or thousands of people, not twenty
- 02You have been the SA in the room, or in a role close enough that you have run discovery, handled an executive on the fly, and turned a technical win into consumption
- 03A strong point of view on what AI changes for technical talent: you understand that when execution gets cheap, influence and judgment become the scarce skills, and you can articulate what that means for how we develop the field
- 04Deep understanding of how technical people learn and what actually shifts their behavior, not just how to transfer knowledge
- 05Builder mentality: you default to building tools, AI workflows, and practice systems, not decks. You use AI tools as a daily force multiplier
- 06Demonstrated ability to build programs from scratch (0-to-1). You see a blank page as an opportunity, not a problem
- 07Experience working with senior leaders as a peer, with the backbone to challenge them when the data says the current approach isn't working
- 08Scaling mindset: everything you build has to work for a 3,000-person technical field across AMER, EMEA, and APJ. You think about leverage and automation before live delivery
- 09Exceptional communication and facilitation: you can run a room of senior SAs and make it worth their time, and write for an asynchronous global audience just as well
- 10Fluency in executive engagement and strategic selling methodologies (Challenger, MEDDPICC, Value Selling, or similar), enough to teach them, not just name them