Enterprise Account Executive

About Snowflake and the Opportunity

At Snowflake, we are driving the next phase in enterprise technology, focusing on AI-native innovation. Our culture values curiosity, experimentation, and collaboration with AI to reinvent workflows and boost impact. We seek individuals who thrive in dynamic environments, possess a growth mindset, and want to redefine how work gets done.

We are recruiting an Enterprise Account Executive to lead new customer acquisitions in New Zealand, focusing on large enterprises. This role requires managing complex sales processes from prospecting to onboarding, showcasing how Snowflake's AI Data Cloud aligns with customer business and tech goals.

Key Responsibilities

• Develop and implement territory strategies, account plans, and regional sales objectives to meet quarterly and annual targets related to the Snowflake AI Data Cloud.
• Act as a trusted advisor by deep understanding of customers' business priorities, data architectures, cloud initiatives, and AI plans, connecting these to Snowflake’s solutions.
• Engage with executives and C-level leaders to position Snowflake as a strategic platform across data engineering, analytics, application development, collaboration, and AI.
• Manage complex sales cycles involving multiple stakeholders including solution engineering, professional services, partners, marketing, and customer success teams.
• Design and execute regional marketing and partnership plans that build a qualified sales pipeline and speed up acquisition of new customers.
• Utilize the MEDDPICC qualification framework to enhance deal qualification, align stakeholders, strategize deals, and improve forecast reliability.
• Negotiate and close enterprise contracts, ensuring smooth client onboarding and ongoing customer adoption of the Snowflake platform.

Candidate Profile

• At least 8 years' experience in field sales with proven success selling complex data, cloud, or enterprise technology solutions.
• Demonstrated ability to generate new business, build enterprise sales pipelines, and meet aggressive sales targets.
• Independent management, negotiation, and closure of complex customer engagements.
• Proficiency engaging with executives and translating business and IT objectives into tangible value propositions and commercial success.
• Exceptional skills in discovery, presentation, listening, communication, and relationship management.
• Experience coordinating multi-stakeholder buying groups and aligning internal teams towards customer outcomes.
• Hands-on knowledge of using MEDDPICC or equivalent qualification methodologies in enterprise sales.
• Strong judgment, resilience, curiosity, and ownership to succeed in a fast-paced environment.

Additional Advantages

• Sales experience with enterprises in industries relevant to the New Zealand market.
• Background in selling cloud platforms, data infrastructure, analytics, cybersecurity, or AI.
• Familiarity with Snowflake’s platform, major cloud providers, modern data architectures, and enterprise AI applications.
• Experience utilizing AI-driven workflows to enhance account research, prospecting, deal preparation, and customer interactions.

Why Work at Snowflake?

This role offers the chance to influence Snowflake’s enterprise expansion in New Zealand, working on high-profile projects with talented colleagues. Snowflake supports a high-growth pace combined with a powerful platform used worldwide. You will build strategic customer relationships, contribute to regional growth, and advance your career within a supportive global team.

We seek individuals who embody our values, challenge conventional thinking, and accelerate innovation while building a future for themselves and the company.