$150K — $200K *
Senior Director of Sales Enablement is a vital function with the key goals of increasing deal conversion by improving buyer engagements, driving organizational alignment, increasing sales pipeline acceleration, quality of the pipeline and improving the overall efficiency and effectiveness of the sales organization.
This position will act as an integrating role between various sales, marketing and product functions, including sales operations, sales development/ training, product marketing, content marketing, and field marketing. This position is responsible for leading Enablement initiatives for the Field Sales roles (Regional Sales Manager (RSMs), Inside Sales Representatives (ISRs), Pre-Sales Engineers, Account Executives for Commercial Sector and Theatre Heads) to increase the sales productivity and support the sales force productivity improvements.
Key responsibilities include:
Develop and manage a rolling 12-18-month Enablement strategy and roadmap.
Consistently and independently conduct an analysis of the current state of sales productivity.
Conduct an analysis of current skills, processes, knowledge and processes to and work with the sales leadership team to identify strengths and areas for development.
Create development programs for RSMs, ISRs and Account Executives to ensure they have the skills, knowledge, processes and tools required to lead and manage their sales teams effectively
Establish metrics and objectives and performance reports for Enablement and make recommendations for increasing sales productivity.
Map company’s sales motions sales stages with our customer’s journey to understand and enhance what skills, knowledge, process and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes.
Develop and maintain effective sales playbooks for the Field Sales role in tight collaboration with Field Sales (especially first-line managers), sales operations, education and product marketing. Train the Field Sales teams on execution of sales playbook; updating playbooks based on seller feedback and shifting market demands.
Coordinating post sales / customer success to facilitate/elevate customer experience.
Develop / refine account management planning processes and templates.
Work with Channel Partners to develop / enhance channel enablement and partner portal productivity.
Refine Enablement content library and coordinate content improvement /updates with product marketing and marketing
Develop and execute deal desk infrastructure and accelerate deal status.
Roll out a comprehensive on-boarding program per sales role (RSM, ISR, SE, etc.) through direct and third-party resources in tight collaboration with Human Resources, RSMs / Theatre Heads as applicable.
Partner with sales leadership to establish a sales competency and assessment framework to ensure that the needs of salespeople, and their managers, are met.
Drive, in a measurable way, significant sales productivity increases for company’s Field Sales roles.
Utilize and leverage sales technology tools for reporting and benchmarking.
Participate in the selection and implementation/deployment of technologies to be used by the Field-force to increase efficiency and effectiveness.
Regularly spend time in the field with managers and reps to understand the “field reality” and build sales enablement deliverables to meet their needs.
BS/BA Required. Masters or MBA degree preferred.
Minimum of 10 years of sales/sales operations/sales enablement experience with global high tech B2B organizations.
Direct Field Sales and Field Sales Management experience and proven track record required (quota carrying).
Experience creating and implementing successful sales process/methodology/ sales playbook initiatives.
Experience building effective field sales on-boarding and sales training programs.
Experience with CRM (such as Salesforce.com) and sales enablement platforms.
Ability to create and track metrics which demonstrate constant increases in sales productivity.
Strategic planning and thinking.
Deep understanding of data analysis and ability to apply output to improve measurable performance outcomes.
Creative problem-solving skills.
Ability to break down complex problems in a simplified way.
Creative thinking and ability to innovate.
Ability to work cross-functionally for the greater good of the company.
A passion for the profession of sales through Enablement.
View that Enablement is a force-multiplier and how to ensure quantifiable input-out proves that thesis.
Valid through: 3/16/2021
$150K — $200K
14 days ago