Senior Manager, Sales Enablement at Stampscom in Sunnyvale, CA

RESPONSIBILITIES:

Primary Objectives:

1. Coach and train sales organization on value selling methodologies.
2. Create technical sales materials and tools, including presentations and assets that can be used during the sales process.
3. Oversee all Endicia Sales enablement and training programs.
4. Track, document and evaluate program effectiveness through meaningful metrics.
5. Remain current on product trends both within the organization and among competitors.
6. Research training methodologies, learning tools and sales practices.
7. Conduct ongoing sales training to sales team members.

Essential Position Duties:

Coach and train sales organization on value selling methodologies.

• Train sales organization to manage conversation with prospects and customers by developing a mutual understanding regarding how we can add value to the customer and their business.
• Teach sales organization how to compete on value, using researched data and easy-to-adopt methodologies.
• Articulate the value of Endicia product offerings to the sales organization.

Create technical sales materials and tools.

• Create presentations and sales materials that can be used during the sales process.

Oversee all Endicia Sales training programs.

• Design and deliver sales training programs, including e-learning solutions for remote team members.
• Determine training needs by travelling with the Sales Reps and observing their day to day business activities.
• Research and develop an expertise understanding of the products and solutions our company provides.
• Identify the best e-learning options to support the remote sales organization for continuous learning.
• Write and maintain Play books for all sales related roles.
• Using a sales training tool, write content and create videos for e-learning. (ex: adobe…integrates with SFDC).
• Build and maintain continuous trainings for career badges, to support continuous learning and accreditation in support of professional growth.

Track, document and evaluate program effectiveness through meaningful metrics.

• Design training tracking systems to support continuous learning.
• Create tracking metrics to assess the value of delivered trainings.
• Assess training participant’s sales competencies.

Remain current on product trends both within the organization and among competitors.

• Stay current on industry trends for proactive training.
• Research competitor trends to support sales training goals and objectives.
• Collaborate with the Product team to stay informed upcoming product enhancements.

Research training methodologies, learning tools and sales practices.

• Maximize training through researching the best learning methodologies.
• Research and recommend learning tools/e-learning.
• Collaborate with sales management for training topic priorities.
• Collaborate with cross-functional groups to create best in class sales training initiatives aligned with regional strategy.

Conduct ongoing sales training to sales team members

• Coordinate and with management regular sales training for sales and operational team members.
• Train sales team on how to explain complex product information to non-technical audiences.
• Educate sales employees on technical selling skills as part of sales training programs and initiative.
• Administer training exercises in support successful communications of technical products

Additional Position Duties: – (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)

• Sit for prolonged periods of time
• Utilize wrist and hands for a prolonged period of time
• Walk short distances
• Stand for short periods
• Speaking and conversing with others
• Lift up to 25lbs without assistance up to chest height

QUALIFICATIONS:

Education and/or Experience:

• Bachelor’s degree or equivalent years of experience in related position.
• Minimum of Six (6) years of sales enablement and training experience.
• Minimum of Six (3) years’ experience developing training curriculum and training sales professionals.
• Minimum of Two (2) years managing/supervising a team.
• Prior experience using Salesforce is required.

Skills and Knowledge:

• Core key competencies: Take Initiative, Effective Communicator, Confident Presenter, Flexibility, Team Player, Innovative, Acts as a Coach/Mentor, Strong Product/Service Knowledge, and Establishes Presence.
• Ability to excel in a high-energy, fast-paced environment.
• Demonstrated ability to organize and work under strict time, while producing quality deliverables
• Proven ability to work effectively as part of a team.
• Strong understanding of sales key performance indicator analysis.
• Strong organizational and prioritization skills.
• Excellent presentation, oral, and written communication skills.
• Strong research skills.
• Strong communication and facilitation skills.
• Enthusiasm for lifelong learning.

Computer/Software/Application Proficiency:

• Microsoft Office; Microsoft Word, Excel, PowerPoint, Outlook,
• Common web browser applications
• com

Travel Requirements:

• 25%+, post Pandemic.
• Valid Drivers license with proof of insurance.