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Job Category
Sales
Job Details
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Role Overview:
The Principal Technical Advisor, Strategic Accounts for Tableau is a critical leadership role within the regional Sales and Presales organization. You will serve as a trusted technical advisor to the regional leadership team, providing strategic guidance on how Tableau's evolving product roadmap impacts revenue plans and resource allocation. Your deep technical expertise in data analytics, coupled with a strong understanding of business value, will enable you to forge impactful relationships with executive stakeholders at our most strategic customers. You will be instrumental in shaping new selling strategies, identifying scalable opportunities, and ensuring our go-to-market propositions resonate with key industry priorities. This role requires a blend of technical acumen, strategic thinking, customer advocacy, and strong collaboration with internal and external partners.
Key Responsibilities:
- Technical Advisor to Sales and Presales Leadership:
- Analyze and advise the Sales and Presales Regional Leadership Team on the technical implications of new Tableau product launches, roadmap changes, and strategic initiatives on regional revenue targets and resource deployment.
- Provide thought leadership to presales, sales, and customer success teams on innovative approaches to selling Tableau, developing compelling value propositions, and penetrating new market segments for scalable growth.
- Strategic Account Technical Executive:
- Serve as the primary technical executive sponsor for a portfolio of strategic Tableau accounts within the region.
- Engage with C-level and VP-level technical and business stakeholders at customer organizations to deeply understand their business drivers, critical challenges, and industry-specific priorities.
- Collaborate with account teams to define tailored Tableau-based solutions that address key business needs and deliver significant value.
- Validate go-to-market propositions with customer executives and provide technical leadership to support strategic business opportunities and complex deals.
- Cultivate long-term, peer-to-peer relationships with key customer technical stakeholders, becoming a trusted advisor and partner.
- Evangelism and Thought Leadership:
- Represent Tableau's technical vision and point of view at industry events, conferences, and executive briefings, articulating compelling stories about the power of data and analytics.
- Contribute to thought leadership content, such as white papers, blog posts, and presentations, to elevate Tableau's technical leadership in the market.
- Product and Go-to-Market Enablement:
- Establish and facilitate technical advocacy forums for senior technical stakeholders within specific focus customer verticals and partner communities to gather insights and foster collaboration.
- Act as a conduit of market intelligence, providing valuable customer and partner insights, and industry-based expertise to inform regional go-to-market planning and Tableau product management.
- Aggregate and synthesize regional feedback regarding product capability gaps, competitive pressures, and evolving customer needs, advising product management and development on the potential impact on regional revenue plans and market opportunities.
- Partner Ecosystem Engagement:
- Own and nurture the regional CTO-level relationships with key Technology Partners, System Integrators, and Resellers in the Tableau ecosystem.
- Engage proactively with technical counterparts within partner organizations to identify strategic priorities, explore technical synergies, and provide thought leadership on joint go-to-market initiatives and integrated solutions leveraging Tableau.
Experience:
Your experience will be evaluated based on the depth and relevance of your alignment with the core competencies required for this role, including demonstrated leadership in technical domains, strategic customer engagement, and influencing product direction. Examples of relevant experience include:
- Significant experience (10+ years) in a customer-facing technical leadership role such as a Solutions Architect, Technical Consultant, or Enterprise Architect, ideally within the business intelligence, data analytics, or enterprise software space.
- Proven track record of successfully engaging with and building trusted advisor relationships with C-level and VP-level technical and business stakeholders.
- Deep understanding of data analytics platforms and concepts, with specific knowledge of Tableau strongly preferred.
- Experience developing and articulating technical solutions that address complex business challenges and deliver measurable value.
- Strong understanding of sales methodologies and the ability to align technical solutions with business outcomes.
- Excellent communication, presentation, and interpersonal skills, with the ability to effectively convey technical concepts to both technical and non-technical audiences.
- Experience working with and enabling partners (Technology Partners, System Integrators, Resellers).
- Prior experience contributing to product strategy or providing market feedback to product management organizations is highly desirable.
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