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Posted: 10/19/2026Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading and coaching high-performing sales teams, utilizing MEDDPICC-based qualification methodologies to drive acquisition selling strategies. Proven ability to manage complex, multi-stakeholder deals and build strong relationships with customers and partners in the data and analytics market.
Highest-signal resume keywords
10+ Years In Enterprise SalesMEDDPICC Qualification MethodologyBusiness-Value SellingExperience Building High-Performing Sales TeamsData And Analytics Market Knowledge
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Lead, coach, and build a team of enterprise Account Executives focused on acquiring net-new logos across the Australian market
- Instil MEDDPICC-based qualification across the district and coach AEs on top pursuits with deal control and genuine urgency
- Coach business-value selling that connects the Snowflake AI Data Cloud to customer business outcomes
- Own the pipeline-generation engine with clear coverage targets, activity accountability, and data-driven territory management
- Drive a focused lighthouse account strategy aimed at opportunities that grow into multi-million dollar consumption relationships
- Orchestrate multi-layered enterprise engagements across Sales Engineering, Professional Services, and the partner ecosystem
- Run forecasting, account planning, performance cadence, and documented get-well plans where needed
- Attract, hire, and retain top sales talent, differentiating performance and acting decisively on underperformance
- Shape the Enterprise Acquisition team's culture and build the next wave of lighthouse customers
Requirements
What you’ll need- 10+ years in enterprise or field sales, including proven success leading and coaching quota-carrying teams
- Clear point of view on acquisition selling and how it differs from expansion, with ability to drive it across a district
- Fluency in MEDDPICC or a comparable value-based qualification methodology
- Experience orchestrating complex, multi-stakeholder deals through commercial and legal negotiation with procurement, legal, and business stakeholders
- Track record of displacing incumbent and legacy technology in cloud or software sales
- Experience building and developing high-performing sales teams, with judgment to manage performance fairly and decisively
- Strong business-value and consultative selling capability, coaching teams to connect products to customer outcomes
- Bachelor's degree or equivalent experience
- Experience selling in a usage-based or consumption commercial model with land-and-expand motions
- Data, analytics, or AI market knowledge
- Experience co-building pipeline with Sales Development, Marketing, and Partners or Alliances
- Channel partner and alliances experience
- Current authorization to work in Australia and ability to reside within commuting distance of, or relocate to, the local Snowflake office
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota-Carrying Team LeadershipPipeline GenerationAccount PlanningPerformance ManagementComplex NegotiationConsultative SellingUsage-Based SellingSales Strategy DevelopmentForecastingTerritory Management
Soft Skills
CoachingDecision-MakingTeam BuildingCommunicationJudgment
Tools & Technologies
Sales Development ToolsCRM SoftwareData Analytics PlatformsAI Data Cloud SolutionsPartner Ecosystem Management
Industry Keywords
Enterprise SalesCloud SalesSoftware SalesChannel Partner ExperienceConsumption Commercial Model