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 Solution Architects across AMER, EMEA, and APJ regions.

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

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

• Oversee the global technical enablement strategy, including the plan, calendar, quarterly objectives, programs, and communications.

• Equip Solution Architects for product launches with essential resources such as talk tracks, demo environments, hands-on labs, and competitive positioning prior to General Availability.

• Develop curricula focused on competitive analysis, architecture deep dives, battlecards, and objection-handling playbooks.

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

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

• Choose and implement suitable enablement methods, including hands-on labs, self-service paths, workshops, AI role-playing, peer teaching, and coaching.

• Gather insights on field friction, lost deals, and recurring objections, providing actionable recommendations to Product, PMM, and Sales leadership.

• Manage the Learning Management System (LMS) or learning hub, content repositories, certification tracking, and reporting.

• Foster the development of Subject Matter Expert (SME) communities and promote peer-to-peer learning across regions.

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

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

• Define and track key performance indicators (KPIs) including ramp time, certification rates, POC win rates, technical win contributions, and workshop effectiveness.

• Manage multiple programs, prioritize tasks, and explore opportunities for team leadership, SKO technical tracks, partner enablement, or customer technical certification.

⛳️ Requirements

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

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

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

• Proficient in SQL.

• Understanding of OLAP/analytical databases.

• Familiarity with data warehousing architectures.

• Knowledge of streaming and ingestion pipelines.

• Experience with at least one major cloud provider.

• Background in managing POCs, addressing objections in real-time, and defending technical positions against competitors.

• Experience in needs analysis, curriculum design, facilitation (both virtual and in-person), certification, and measurement for a technical global audience.

• Ability to gain executive sponsorship, align with cross-functional teams, and influence without formal authority.

• Capability to extract CRM and call intelligence reports, define KPIs, and analyze data effectively.

• Excellent written and verbal communication skills, particularly in live presentations.

• Experience collaborating 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 tooling, structured sales methodologies, adult-learning or instructional design principles, SME networks, peer-learning cohorts, or technical certification programs is a plus.

🏝️ Benefits

• Flexible work environment with a remote-friendly culture.

• Employer contributions towards healthcare expenses.

• Stock options and equity provided to every new team member.

• Flexible time off policies in the US.

• Generous time-off benefits in other countries.

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

• Opportunities for engagement with colleagues during company-wide offsite events.