Director, Field Engineering

The main responsibilities of a Director, Field Engineering at Databricks include leading a team of pre-sales Managers and Solutions Architects, enhancing the team's effectiveness by coaching new sales members, and developing a collaborative culture that embodies customer obsession. This role also involves setting technical and business strategies to accelerate account activations and working closely with stakeholders to build long-lasting relationships.

To qualify for the Director, Field Engineering position at Databricks, candidates should have at least 3 years of second-line leadership experience managing teams of 20+ individuals. Relevant experience in high-growth enterprise software pre-sales is crucial, as well as a track record in leading teams to achieve sales objectives. A Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent work experience is also required.

The Director, Field Engineering at Databricks significantly impacts sales cycles by overseeing pre-sales activities, supporting complex sales processes, and building strong trust-based relationships with customers. This role helps ensure the engagement of Solutions Architects in sales cycles, thereby increasing return on investment and enhancing the overall effectiveness of sales presentations.

Essential skills for a successful Director, Field Engineering at Databricks include proven leadership capabilities, excellent communication skills for complex solution articulation, and the ability to drive customer value through transformational solutions. Familiarity with data-driven decision-making, AI, and cloud software models is also key, along with a proactive approach to forming strong cross-functional partnerships.

The work environment for a Director, Field Engineering at Databricks is vibrant and collaborative, focused on fostering a diverse and inclusive culture. The role is designed to encourage teamwork and innovation, with an emphasis on customer obsession and operational excellence in a high-growth setting that values creative input from all team members.

In interviews, aim to articulate a leadership style that emphasizes empowerment and collaboration. Discuss how you foster an inclusive team environment where members feel valued and motivated to contribute. Highlight specific methods you've used to coach team members and support their professional development.

To effectively answer this question, outline your approach to building relationships with prospective customers and understanding their specific challenges. Share how you leverage data insights and value-based storytelling during presentations to influence key decision-makers and maximize sales opportunities.

Discuss methods for addressing objections head-on by actively listening to customer concerns and providing tailored solutions. Emphasize the importance of understanding the underlying reasons for objections and demonstrating how your solutions can meet their specific needs.

In your response, cite specific instances where you've utilized data analytics to inform strategic decisions. Highlight your ability to analyze performance metrics, draw insights, and adjust your approach to drive improved results within your team or during sales cycles.

Share your system for prioritization, such as assessing tasks by urgency and impact. Discuss how you ensure the team stays aligned with overarching business goals while also supporting individual team members in managing their responsibilities effectively.

Focus on the importance of aligning technical strategies with business goals. Discuss factors like customer needs, market trends, sustainability, and innovation. Share any frameworks or processes you've used to evaluate potential strategies.

Illustrate your approach to fostering collaboration through regular communication, shared goals, and joint initiatives. Provide examples of successful cross-functional projects that have resulted in positive outcomes for the company.

Emphasize the significance of mentorship in enhancing team skills and career progression. Discuss how you actively engage in mentoring activities, provide constructive feedback, and support team members' personal growth within the organization.

Talk about the metrics and KPIs you use to measure team performance, emphasizing qualitative feedback as well. Explain how you provide regular feedback to team members and use these assessments as learning opportunities.

In your answer, mention specific trends such as advancements in AI, the rise of cloud-based solutions, and the importance of data privacy. Be sure to connect these trends to how they may influence your strategies and decisions as a Director of Field Engineering at Databricks.