Lead GTM Enablement & Scale Architect, Field Engineering - Customer Skills

FEQ327R617

Lead GTM Enablement & Scale Architect, Field Engineering - Customer Skills

More than 10,000 organizations worldwide - including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow.

The Impact You Will Have

Pure technical knowledge used to be the main factor in winning customer trust. But in a world where AI can generate prototypes and answer complex queries instantly, being a walking feature catalog isn't enough anymore. What truly sets a great Technical field apart today is their ability to connect with customer leadership, understand real business problems, and build meaningful trust. Technical skills get us into the room, but strong judgment and conversation leadership win the partnership.

In this role, you will shape that evolution for a global team of over 3,000 Field Engineers (Solutions Architects). Rather than following an existing playbook, you’ll help write the strategy to elevate our engineers from skilled technical builders into trusted business advisors. This isn't about generic soft-skills workshops—it's about teaching customer influence within the real-world context of the Databricks platform, our deals, and executive decision-making. You will define what true trusted advisorship looks like here and build practical programs that translate directly into real customer conversations.

• Own the global strategy for Customer Skills across Field Engineering - the frameworks, the standard, and the definition of what separates a technical specialist from a trusted advisor - and then execute it end to end

• Build the influence approaches in the context of the platform: discovery, working backwards from business outcomes, executive engagement, value framing, and consumption-driven selling, all taught against real Databricks deals and real customer scenarios, never in the abstract

• Elevate the field from builder to builder-plus-advisor: define the behaviors that matter now that AI has lowered the technical barrier, and build the programs that develop judgment, presence, and the ability to influence a CxO

• Build and ship enablement at scale using AI: use Claude Code, vibe coding, and AI content pipelines to generate first-draft practice scenarios, role-play prompts, coaching content, and personalized learning journeys, then curate for impact

• Design and build AI-powered practice environments - executive role-plays, scenario simulators, personalized coaching agents - that SAs use in their flow of work, so practice happens before the customer meeting, not after the deal is lost

• Partner directly with FE leadership, the People Team, and enablement peers to embed customer skills into the hiring bar, performance management, and career development, so this becomes how we hire, coach, and promote, not a one-time program

• Enable SAs and account teams to break out of the IT silo and drive consumption at the CxO level

• Establish a tight leadership feedback loop: systematically surface where the field stalls - in discovery, in the executive conversation, in converting a technical win into consumption - and bring those insights back to FE leaders with recommendations they can act on.

• Create enablement that changes behavior, not completion rates: workshops, AI simulations, peer coaching frameworks, and certification paths, always biased toward what shows up in the next customer conversation

• Stay a practitioner of what you teach: spend ~10-15% of your time leading the