Principal Solutions Architect - Migrations
Role Overview
Build and lead Snowflake's Enterprise Acquisition team, supporting account executives based in Melbourne, Perth, and Adelaide.
The role is described as a build-and-rebuild mandate focused on team culture, leadership, and acquiring lighthouse customers across Australia.
Key Skills for This Role
Full Job Posting
Role overview
Build and lead Snowflake's Enterprise Acquisition team, supporting account executives based in Melbourne, Perth, and Adelaide.
The role is described as a build-and-rebuild mandate focused on team culture, leadership, and acquiring lighthouse customers across Australia.
Responsibilities
- Lead and coach enterprise account executives focused on new-logo acquisition.
- Establish MEDDPICC-based qualification and coach deal control and urgency on priority pursuits.
- Coach value-based selling that links Snowflake's AI Data Cloud to customer business outcomes.
- Own pipeline generation, coverage targets, activity accountability, and data-driven territory management.
- Develop lighthouse accounts into multi-million-dollar consumption relationships.
- Coordinate complex engagements across Sales Engineering, Professional Services, and the partner ecosystem.
- Manage forecasting, account planning, performance cadence, and documented get-well plans.
- Hire and retain talent, differentiate performance, and address underperformance.
Required experience and qualifications
- At least 10 years of enterprise or field sales experience, including successful leadership and coaching of quota-carrying teams.
- Ability to drive acquisition selling across a district and distinguish it from expansion selling.
- Fluency in MEDDPICC or a comparable value-based qualification method.
- Experience managing complex multi-stakeholder deals and commercial and legal negotiations.
- Track record displacing incumbent or legacy technology in cloud or software sales.
- Experience developing high-performing sales teams and managing performance fairly and decisively.
- Strong consultative, business-value selling capability.
- Bachelor's degree or equivalent experience.
Preferred experience
- Usage-based or consumption sales models and land-and-expand motions are a bonus.
- Data, analytics, or AI market knowledge is a bonus.
- Building pipeline with Sales Development, Marketing, partners, or alliances is a bonus.
- Channel partner and alliances experience is a bonus.
About Snowflake
Snowflake describes a fast-growing company offering autonomy to shape an enterprise acquisition team, its culture, and go-to-market approach.
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