Sydney, NSW (hybrid), with travel across ANZ and APJ

About Sharon AI

Sharon AI is an Australian neocloud, delivering trusted AI infrastructure organisations need to build, train and run AI at scale. We support customers across the full AI lifecycle, from training through to inference and agentic AI, drawing on a strong ecosystem of technology and co-location partners to deliver capability where it's needed. As the first neocloud to join NVIDIA's AI Compute Program, we're growing quickly, scaling our AI Factory platform to meet rising demand for advanced compute.

The Role

The Head of GTM Engineering leads SharonAI's technical go-to-market function, owning the Sales Engineering (SE) and Technical Account Management (TAM) teams. The role ensures every deal we win is technically qualified, deliverable against our product roadmap and commercially well defined, and that every contracted customer realises full value from their deployment.

This role is the technical conscience of the revenue organisation. It exists to protect three things: the quality of the pipeline, the deliverability of what we sell, and the lifetime value of what we have already contracted.

The Head of GTM Engineering is a peer to the Heads of Customer Success, Account Management and Growth and the VP of Marketing within GTM, and works across Product Management, Architecture, Delivery, Product Engineering and Legal. The role translates customer and market demand into product direction, and translates product capability into accurate, defensible commercial commitments.

What You'll Be Doing

Sales engineering capability uplift

- Define the SE operating model: role levels, engagement rules, coverage by segment and territory,



and the hand-offs between Sales, SE, Delivery and TAM.
- Build a capability framework covering technical depth (GPU compute, networking, storage, orchestration, workload advisory), discovery, solution design, demonstration and commercial acumen.
- Recruit, develop and retain a high-performing SE team, with clear career paths and performance management.
- Own technical qualification within the sales process, including the Decision Criteria and Technical Champion elements of MEDDPICC.
- Ensure every proposed solution is deliverable within current capability or committed roadmap, with no unapproved commitments to features, capacity, timelines or service levels.
- Lead solution design and technical review for strategic opportunities, and chair the technical gate in the deal approval process.

Customer loyalty and value realisation (TAM)

- Lead the TAM function as the trusted technical adviser to contracted customers from onboarding to renewal.
- Optimise customer deployments for performance, efficiency and stability.
- Act as the escalation point for complex technical issues, coordinating Delivery, Support and Engineering to resolution.

Product, architecture and engineering alignment

- Work with the Heads of Product, Architecture, Delivery and Product Engineering so offerings are robust,



supportable and aligned to customer and industry demand.
- Run a structured voice-of-customer loop, feeding win/loss insights, feature gaps and competitive intelligence into roadmap prioritisation.

Sales collateral and market messaging

- Partner with Product Marketing to define and maintain technical collateral: solution briefs, architecture guides, battlecards, case studies and technical FAQs.
- Ensure collateral is accurate, current and fit for purpose for Sales, Marketing and partner channels.

Commercial and contractual alignment

- Work with Legal to ensure product and technical service definitions are precisely reflected in contracting vehicles, including MSAs, service orders, service descriptions and SLA schedules.
- Own the technical content of service descriptions, acceptance criteria, service levels and support scope.

Leadership and operations

- Set team objectives, capacity plans and budgets aligned to the revenue plan.
- Contribute to the GTM leadership team's planning, forecasting and operating rhythm.

What We're Looking For

- 12+ years in technical pre-sales, solution architecture or technical account management, including 5+ years leading SE and/or TAM teams.
- Deep knowledge of cloud and data centre infrastructure, ideally GPU-accelerated compute, high-performance networking, storage and Kubernetes or Slurm orchestration.
- Proven record of qualifying and closing complex enterprise infrastructure deals with multi-year contract values.
- Experience building SE capability at scale: frameworks, enablement programs, assets and performance management.
- Solid commercial literacy, including MSAs, ser

📌 Head of GTM Engineering (Sydney)
🏢 Sharon AI
📍 Sydney