• Understand and qualify customers' goals and effectively articulate Segment's ability to meet these goals.  
  • Gain and maintain a deep understanding of and document the customers' architectural solutions/environment.
  • Work in concert with the Enterprise Account Executives to build and adapt sales strategies and drive towards successful sales into F500 companies.  
  • Assist in sales stages such as opportunity qualification, demonstrations, Proof of Concept presentations (POC), RFP responses & business justification in a technical pre-sales capacity. 
  • Ensure the success of customer POCs through effective management of success criteria, planning and execution.
  • Distill and advocate customer interests, needs and product feedback to Product Management, Engineering, Marketing and Sales.
  • Maintaining awareness of internal roadmap and new product features to evangelize with customers and their feedback to Segment product management and engineering groups.
  • Continuously learn and update skills and keep aware of industry trends in the integration and data management space.  
  • Spearhead the growth & adoption of Segment with customers.  
  • Manage full sales cycles from initial conversion by the Sales Development Team.  
  • Uncover new opportunities from our existing customers and target accounts.  
  • Provide input to derive timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing your pipeline of opportunities and weekly sales forecasts.  
  • Leverage and coordinate cross-functional internal teams (Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles. Engage in team development and mentoring.  
  • Lead compelling presentations of Segment's product and vision to a broad range of audiences from c-level executives to individual contributors.


REQUIREMENTS:    Bachelor's degree in Management Information Systems, Computer Science, or related plus 5 years' experience as a Sales/Solutions Engineer, Technical Sales Manager or related. Requires 5 years of experience in customer facing B2B SAAS space for enterprise accounts, and developing, implementing, and architecting data warehouse and integration solutions. Requires 3 years of experience in one or more of the following languages: Java, Javascript, Ruby, Go, Node, Python; working on enterprise models, best practices and API architecture, in web development, mobile development, device platforms & architectures (IOS & Android), ETL concepts and workflows, high availability systems and business continuity, message queuing patterns, Batch operations and pipeline design; SQL development and optimization, Data warehousing, relational database architecture and data modeling with one or more of the following: MySQL, PostgreSQL, Redshift, BigQuery, Spark, Hadoop. 


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