Director, Consumption Selling

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Director, Consumption Selling

As 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 Growth

• Responsible 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 LOBs

• Proactively discovering and pitching new use cases within same line of business with customers as well as extending to other lines of business

• Engaging in implementation roadmap/challenges and their implications on potential use case expansion in the future

Technical Expertise:

• Understanding customers’ IT infrastructure and business requirements/ use case roadmap

• Creating, owning, and executing technical POCs and demos for expansion use cases within initial and other LOBs

• Stakeholder management

• Creating 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 you’ll 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 metrics

• Engage your team and understand their mix of customers including risk, status, and opportunities across those customers

• Invest in understanding your teams strengths and areas of development, and build coaching plans to support them in their career growth

• Establish 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 mind

6-12 Months:

• Own forecasting and prioritization for customer success

• Represent the voice of the customer in leadership meetings and lead longer term planning the roadmap and GTM growth plan via Consumption

• Own 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 standpoint

Minimum Requirements:

• A proven track record leading and driving customer success Teams, and aligning in complex customer environments at the executive and departmental level

• Experience managing people with a history of creating and inspiring great teams who have delivered results

• Experience executing sales & expansion strategies with Enterprise customers including a deep understanding of utilization and consumption models, plays, and importance

• Deep technical knowhow on data architecture & conversant in business language

• Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy

• Ability to contribute beyond your role and own strategic initiatives to improve the customer experience with Data Cloud

• Proven 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 growth

• Passionate about technology, a natural, credible evangelist, and experienced in translating that passion into business impact for customers

• Strong written and oral presentation skills and ability to engage with a spectrum of executives- technical and non-technical from developers, and architects, to C-level

• Previous experience in consulting, open source solutions or with an annual subscription sales model is preferred

• Track record of creating strong relationships with both internal and external stakeholders

• Data-driven and analytical

• Adaptable to changing market and customer requirements.

• Excellent leadership, management, and interpersonal skills

• Willingness to travel to spend significant time on-site with strategic customers

*LI-Y

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