Brian Hess

Observer
DISC Type : ci

Field CTO, Applications at Snowflake

Bolton, Massachusetts, United States

Overview

Brian Hess is a Field CTO for Applications at Snowflake with over 20 years of experience in data, analytics, and distributed systems. His expertise spans data warehousing, NoSQL, and AI/ML applications. He holds Masters degrees in both Engineering and Arts from The Johns Hopkins University and started his career at the National Security Agency.



His career began with a unique role as a Senior Cryptologic Mathematician at the National Security Agency.

Personality Overview

Example Seeker

Value Driven

Curious

They ask a lot of questions and rely heavily on information and collaterals.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally strong communicators and are not easy to convince.

Topics They Care About

Conversational AI
Writes extensively about creating "talk-to-your-data" experiences and chat widgets using Snowflake Cortex, showcasing a focus on user-facing AI applications.
ML Model Deployment
Publishes technical guides on programmatically accessing and managing Snowpark ML Model Inferencing Endpoints, indicating an interest in MLOps and practical AI implementation.
Multi-Tenant Architectures
Authors articles on designing robust and scalable multi-tenant solutions, particularly for ensuring data security when using generative AI tools like Snowflake Cortex.

Media Appearances

Brian Hess – Snowflake Blog Author Page. Featured in Snowflake Official Blog

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Snowflake Native Apps — 3 Less Obvious Use Cases. Featured in Medium (Snowflake Publication)

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Work History

3-2022
Field CTO, Applications at Snowflake
3-2021 - 3-2022
Senior Analytics Strategy Platform Specialist at Amazon Web Services (AWS)
6-2020 - 3-2021
Senior Solution Architect Specialist, NoSQL at Amazon Web Services (AWS)
6-2018 - 5-2020
Strategic Solution Engineer at DataStax
8-2015 - 5-2018
Product Director, Architecture and Analytics at DataStax

Education

1999 - 2001
MSE from The Johns Hopkins University
1993 - 1997
MA from The Johns Hopkins University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Bolton, Massachusetts, United States Job Level : Leadership Designation : Field CTO, Applications at Snowflake
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Invite them for a social do but don’t rely solely on the relationship
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Brian

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Brian take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Brian

Personality Compatibility


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