Principal, Technical GTM Enablement

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of global technical sales enablement and the onboarding process for Solution Architects at ClickHouse.

• Design and implement a comprehensive onboarding program for new SAs across AMER, EMEA, and APJ regions.

• Establish 30/60/90-day ramp milestones, certification requirements, shadow-to-lead progression plans, and metrics for measuring time-to-productivity.

• Tailor global onboarding to fit regional sales practices and manage cohorts, mentors, and live sessions across various time zones.

• Lead the global technical enablement strategy, including creating a calendar, setting quarterly priorities, developing programs, and managing communications.

• Equip SAs for product launches by providing talk tracks, demo environments, hands-on labs, and competitive positioning prior to General Availability.

• Develop competitive and architectural curricula, in-depth analyses, battlecards, and objection-handling playbooks.

• Extend enablement efforts to Account Executives, Support teams, and partners as necessary.

• Analyze call recordings, CRM data, win/loss statistics, POC outcomes, certification results, and feedback from SA leaders to identify and prioritize skill gaps.

• Choose and implement suitable enablement modalities, such as hands-on labs, self-service paths, workshops, AI role-play, peer teaching, and coaching.

• Document field friction, lost deals, and recurring objections, and provide actionable insights to Product, PMM, and Sales leadership.

• Oversee the LMS or learning hub, manage content repositories, track certification progress, and generate reports.

• Foster and support Subject Matter Expert (SME) communities and peer-to-peer teaching initiatives across different regions.

• Dedicate approximately 10% of your time to customer-facing POCs, account reviews, and live coaching sessions.

• Conduct live virtual and in-person sessions for onboarding cohorts, regional kickoffs, and Kickoff events.

• Define and report on KPIs including ramp time, certification rates, POC win rates, technical win contributions, and workshop effectiveness.

• Manage multiple programs, prioritize tasks effectively, and explore potential leadership opportunities within the team charter, including SKO technical tracks, partner enablement, or customer technical certification.

⛳️ Requirements

• A minimum of 3 years in a quota-carrying position as an Account Executive, Solutions Engineer, or a similar role.

• At least 8 years of experience in solutions engineering, technical pre-sales, or technical enablement within an enterprise software or data infrastructure environment.

• Proven experience in creating and executing enablement or onboarding programs.

• Proficient SQL skills.

• Understanding of OLAP and analytical databases.

• Familiarity with data warehousing architectures.

• Knowledge of streaming and ingestion pipelines.

• Experience with at least one major cloud service.

• Background in conducting POCs, managing live objections, and defending technical positions against competitors.

• Experience in needs analysis, curriculum development, virtual and in-person facilitation, certification, and evaluation for a global technical audience.

• Ability to secure executive sponsorship, align cross-functional stakeholders, and influence without direct authority.

• Skilled in pulling CRM and call intelligence reports, defining KPIs, and analyzing data.

• Outstanding written and verbal communication skills, including on-stage presentations.

• Experience working across AMER, EMEA, and APJ time zones.

• Willingness to travel up to approximately 25% of the time.

• Experience with ClickHouse, high-growth infrastructure companies, pre-sales and post-sales technical roles, AI tools, structured sales methodologies, adult learning or instructional design principles, SME networks, peer-learning cohorts, or technical certification programs is a plus.

🏝️ Benefits

• A flexible work environment and a culture that supports remote work.

• Employer contributions towards healthcare expenses.

• Stock options/equity for all new team members.

• Flexible time off policy in the US.

• Generous time-off benefits in other countries.

• A USD$500 allowance for home office setup for remote employees.

• Opportunities to connect with colleagues during company-wide offsite events.