Field Enablement, Principal
Principal Field Enablement Business Partner embedded in Sales and SE leadership teams. Diagnoses capability gaps, builds technical and sales training content, and measures behavior change to improve field performance.
About the job
Responsibilities
- Act as a strategic enablement business partner for Sales, Services Delivery, and Sales Engineering leadership, diagnosing skill gaps tied to business outcomes, prescribing targeted interventions, and measuring capability change
- Own programs end-to-end: ideation, content creation, delivery, measurement, and iteration including program management and stakeholder communications
- Translate technical product releases, industry use cases, and company focus areas into consumable materials for technical and non-technical field audiences
- Diagnose field needs through data signals (Gong, Salesforce, leadership conversations, PM roadmap), classify and prioritize gaps with evidence
- Design activation experiences using appropriate modalities (hands-on/self-serve labs, AI-powered learning, peer learning, coaching, live workshops) and measure behavior change
- Build technical content directly including product demos, architecture walkthroughs, and competitive technical positioning
- Deliver sales skills training grounded in value selling, MEDDPICC, and discovery excellence frameworks
- Curate and quality-gate all enablement content, validate AI-generated outputs, maintain source of truth, and feed quality signals back to Product Marketing
- Serve as consulting partner to local and regional field leaders, delivering localized programming where global programs fall short
- Scale successful programs, capture local wins, package and propagate them to the broader field organization
- Collaborate with Onboarding to refine the everboarding program based on field signals and new hire readiness data
Requirements
- 10+ years of related experience with focus on enterprise software, field enablement, technical product marketing, solution engineering, or combination
- Deep technical expertise: hands-on proficiency in SQL, Python, and data platforms (OLAP/OLTP, data engineering, data science workflows)
- Understanding of complex sales cycles; ability to navigate multi-stakeholder deals, proof of concepts, and implementation work
- Skilled in learning design and measurement (Kirkpatrick framework), enablement tooling (LMS, CMS, Gong, Salesforce), gamification, and multi-stakeholder program management
- Fluency in selling and process methodologies (value selling, MEDDPICC, etc.) and ability to design training that changes how reps sell
- Strong consultative skills to conduct discovery with field leaders, diagnose root causes, create targeted solutions, and facilitate workshops
- Ability to build technical content from scratch: demo environments, hands-on labs, architecture diagrams, competitive battle cards
- Exceptional communication and presentation skills; ability to influence without authority across Product, Marketing, Sales, and Engineering
- Experience working in fast-changing environments requiring strategic thinking, resourcefulness, agility, and results-oriented decision-making
- Bachelor's degree required
Nice-to-Haves
- Snowflake experience strongly preferred
- SnowPro Core or SnowPro Advanced certification is a plus
Skills
SQL, Python, Olap, Oltp, Data Engineering, Data Science, Gong, Salesforce, Lms, Kirkpatrick Framework, MEDDPICC, Value Selling
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