Head of Sales Engineering, APJ

As Head of Sales Engineering at Datadog, you will spearhead a high-performing team across the APJ region, setting the vision and strategy for technical sales, and aligning them with Datadog’s business objectives while also fostering a customer-centric culture.

To be eligible for the Head of Sales Engineering role at Datadog, candidates typically need over 10 years of experience in Sales Engineering or related fields, demonstrating strong technical expertise, leadership capabilities, and a solid track record in enterprise SaaS and cloud solutions.

The Head of Sales Engineering at Datadog plays a crucial role in influencing product development by advocating for regional needs and insights during global discussions with Product Management and Engineering teams, ensuring customer voices are heard in the product roadmap.

Building strong customer relationships is vital for Datadog's Head of Sales Engineering, as it not only fosters trust with C-level executives but also drives customer success and technical sales through tailored solutions that address specific client challenges.

The Head of Sales Engineering at Datadog can expect a dynamic hybrid work environment where creativity thrives, encouraging a balance between professional commitments and personal well-being, along with an inclusive culture that champions collaboration and innovation.

When defining a technical sales strategy for the APJ region, it's important to understand the unique market dynamics and cultural factors. I would conduct thorough market research, collaborate with local teams, and leverage data analytics to create a strategy that aligns with both regional needs and Datadog’s business goals.

Certainly! In my previous role, I collected and analyzed customer feedback during technical sales processes. I presented this data to the product team, which led to specific enhancements that improved customer satisfaction and ultimately increased sales. It’s crucial to be the voice of the customer.

Leadership in a Sales Engineering context means being a mentor, a motivator, and a strategist. It’s about fostering a culture of excellence, supporting your team through challenges, and aligning their goals with the wider objectives of the organization, creating an environment where everyone can thrive.

Building strong customer partnerships starts with understanding their needs and challenges. I would employ value-based selling techniques, maintain regular communication, and act as a trusted advisor, ensuring that our solutions directly address their goals and drive business outcomes.

To analyze team performance, I would utilize quantitative metrics such as sales results, customer feedback, and engagement levels. Qualitative insights from one-on-one reviews can also reveal areas for improvement. Regular performance analysis allows for tailored strategies to support and enhance team capabilities.

Effective alignment between sales and product teams can be achieved through regular cross-departmental meetings, shared KPIs, and collaborative project management tools. Encouraging an open dialogue ensures everyone is on the same page regarding customer requirements and product capabilities.

Coaching and development for my team involves setting clear expectations, providing constructive feedback, and fostering continuous learning opportunities. I believe in tailoring coaching based on individual strengths and weaknesses to help each team member reach their full potential.

In a previous role, I successfully led a high-stakes engagement by conducting in-depth technical presentations tailored to the customer’s specific needs, coordinating with multiple departments, and ultimately closing a deal that significantly boosted our revenue and strengthened our relationship.

MEDDICC is a sales qualification framework that helps sales teams focus on critical aspects of the sales process, such as Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion. It provides a structured approach to identify opportunities and enhance customer engagement.

Staying current with market trends and competitive landscapes requires a combination of continuous research, attending industry conferences, and engaging with thought leaders. Networking with peers and leveraging analytics can also highlight shifts and opportunities that inform our strategic decisions.