Month: April 2021

Job opening – Director Sales Enablement at Workato

Outdated!

Director, Sales Enablement

US (Remote)

Workato is the operating system for today’s fast-moving business, providing a cutting edge, low-code/no code platform that enables users to painlessly create automated workflows across applications and databases. Our platform is highly rated by both Forrester & Gartner in the Integration Platform as a Service (iPaaS) industry. We are trusted by over 7,000 of the world’s top brands such as Box, Grab, Slack, & more.

Why join us?

Named an “enterprise start up to bet your career on” by Business Insider, we are driven by innovation and looking for team players who want to actively build our company. We recognize that people can only thrive with great responsibility & ownership if they are equipped to strike a balance between productivity and care. Therefore, we offer all employees a vibrant and dynamic work environment, along with a host of attractive benefits that they can enjoy at work and beyond. Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. If this sounds right up your alley, please submit an application.

Position Summary

Workato is looking for a Director, Sales Enablement from a top performing B2B software company to take our Commercial Sales teams to the next level. You’re proud of the results you’ve achieved, but you’re looking for a builder role in a smaller, hyper-growth startup. You’ll drive repeatable and scalable execution by drawing on your vast experience with sales methodologies, expansion, and complex sales.

You’ll be responsible for onboarding and ongoing Enablement programs for our global Commercial Account Executive teams. As a champion for personal development, you’ll challenge our AE’s to get 1% better every day through learning, role plays, application of new skills, and coaching. You’re the kind of leader who has insight into what’s really happening in the field, and can micro target interventions that move the metrics that most impact productivity.

You recognize that the true Way is through partnership with our AE Managers and enabling them to hire better, drive accountability, and excel as coaches. You are laser-focused on these team leaders, their strengths and opportunities, and how to best help them attain confidence and success. You’ll also help us keep our Sales culture of constant improvement & teamwork alive as we scale.

You’ll work with our more tenured Account Executives, to get them to the next level of skills & execution. Through your guidance, they’ll learn how to master complex sales, enable the champion to sell internally, and strategize to win large, competitive opportunities at must win accounts. You’ll crack the code on how to drive expansion business & create the repeatable expansion plays that enable Workato to scale.

You’ll be constantly seeking feedback & opportunities to get better, growing these programs into a world class experience with measurable outcomes. You are highly competitive, instilling a sense of fun and excitement into the learning process, and ensuring Workato’s and our customers’ success for the long term.

Responsibilities

We are looking for a Director, Sales Enablement. In this role, you will be responsible for working with AE Managers, Sales Leadership, and Marketing teams to enable Workato’s Commercial AE teams on the following:

  • Develop our AE Managers to be even more effective leaders, mentors, and coaches.
  • Build best-in-class sales skills and behaviors, especially at mid & late stages in the customer buying journey.
  • Know how to read a situation and run the best play (competitive, Proof of Value, enable the champion, when to go tactical or strategic).
  • Drive Sales initiatives like Pipe Gen Mondays, Demo Days, and certification programs.
  • Make learning easy and engaging, so that the right behaviors get adopted and become muscle memory
  • Constantly improve the AE experience, as measured by feedback and outcomes for our more tenured AE’s
  • Create programs to engage our highest performers in growing into what’s next in their careers  (Enterprise Sales, Sales Management, … even Sales Enablement!)
  • Work with the larger Enablement team on projects like Sales Kickoff, Go-to-Market All Hands calls, strategic initiatives, and training events.
  • In collaboration with AE leadership, review AE calls and coach the team on how to constantly improve.

Requirements

Qualifications / Experience / Skills

  • 3-5 years of professional experience in a B2B Sales role as a top performer (AE, CSM, or Pre-sales)
  • 5 years experience in an Enablement role, with measurable impact on AE ramp and revenue attainment
  • Experience with several Sales methodologies and frameworks (MEDDPIC, Winning by Design, Sandler, BANT, Force Management, Challenger, etc.)
  • Understanding of how to build programs and measure the effectiveness of Enablement.
  • Can give detailed examples of programs you developed to drive specific outcomes
  • History of effective mentoring and coaching for Sales
  • Deep mastery of the Sales tool stack (Salesforce, Gong, ZoomInfo, Enablement LMS, etc.)
  • Experience with scaling a high growth startup company strongly preferred
  • Ability to help our AE’s master the complex sale, and make it easy for our champion to evangelize on our behalf, when we’re not in the room
  • Program design and management, especially in the remote work environment, is a big plus

Continue reading “Job opening – Director Sales Enablement at Workato”

Job opening – Sales Enablement Solutions Engineering at #Slack @slackHQ

Screen Shot 2021-04-17 at 12.32.44 pmOutdated! slack.com @slackHQ – Sales Enablement, Solutions Engineering – New York, NY, or San Francisco, CA, USA
[…] seeking a smart, hardworking, & successful sales learning & development professional who is passionate about helping others succeed & building high-impact pre-sales enablement solutions for our Solutions Engineering (SE) Organization at Slack. As the Solutions Engineering Lead, Sales Enablement, you’ll partner with SE leadership, sales, sales operations, & marketing to define strategy, drive execution, & communicate business impact. Your ability to measure & action on data will be an essential part of your role. Slack has a diverse & supportive culture—we look for people who are curious, inventive, & work to be a little better every single day. In our work together we aim to be smart, humble, hardworking &, above all, collaborative. If this sounds like a good fit for you, why not say hello?
What you will be doing
  • Collaborate with SE leadership to vet & drive the pre-sales enablement strategy.
  • Partner with the SE Management team to uncover business needs, design solutions to address these needs, launch, and measure.
  • Partner with key SE cross-functional partners (marketing, operations, product, sales management, AEs) & external vendors to execute against SE priorities & plans.
  • Lead cross-functional efforts, when required, to optimally execute against defined plans.
  • Design & develop solutions across a variety of mediums (e.g., in-person, virtual, eLearning, videos, on-the-job support, management reinforcement & mentorship tools) to improve upon the way SEs create & design solutions that map to our clients’ needs.
  • Proactively balance the full training development life-cycle from inception to delivery
  • Establish & create assessment & evaluation strategies to measure the efficacy and return on investment of training initiatives.
  • Measure the impact of sales enablement solutions and iterate based on results.
What you should have 
  • 1-3+ years of experience driving sales training and broader sales enablement programs.
  • 1-3+ years of enabling pre-sales solutions engineering experience developing technical & business value training.
Competencies for success 
  • Highly proficient at building strong, positive relationships with senior-level partners.
  • Excels in execution, establishing priorities & meeting swift deadlines at a fast pace, in a rapidly changing environment.
  • Strategic thinker with the ability to execute.
  • Passion for developing others.
  • Proven success at running cross functional teams & partnering with external vendors.
  • Excellent written & verbal communication skills.
  • Highly organized, detail-oriented, and proactive.
  • Experience using standard eLearning tools such as Articulate, Captivate, Continu, etc.), web-based meeting tools (Zoom, Bluejeans, WebEx, etc. & Knowledge management tools to build sound learning programs is desired.
  • Ability to travel (~15%)
Location San Francisco / New York

Metaverse immersive 2D & 3D Augmented reality AR & Virtual & mixed reality VR b2b Sales Enablement software

Last edit 25-May-2023:

Screen Shot 2023-05-25 at 10.19.46 amArvec arvec.com.au @Arvec3 3D Marketing for Complex Products. Dynamic cost-effective 3D product configurators which are delivered efficiently, to embed on business websites as well as Shopify & WooCommerce online stores. Arvec offers a simple 3D product configurator service & product. Send your product designs or images with their details, & they will create 3D models that will be integrated into a 3D app, which can be embedded anywhere for your clients/sellers to interact with your products. Everything is hosted on their platform so installation is easy with no CMS required. Arvec Pty Ltd. Sydney, NSW, Australia

ByteDance, has ambitions to follow in the footsteps of Meta & grab a piece of the nascent market for AR&VR. 2020, when Meta launched its Quest 2 VR headset, ByteDance worked on AR glasses & in Apr-2021 bought Chinese VR headset developer Pico for $1.28Bn, outbidding Tencent (WeChat). So far, ByteDance struggled to make Pico a force in VR. Pico’s 2021 shipments turned out to be just 510k units (market share of 4.7%), compared to the market leader Meta with 81% (according to IDC).

Dropbox dropbox.com @Dropbox (acquired HelloSign) Dropbox for Business helps companies seamlessly collaborate with secure file sharing, access from anywhere, & robust admin controls. Building a metaverse:

“Our strength is in content so helping get your stuff into that virtual world. So making what document or presentation you want to give… the infrastructure that we’ve built make that happen. So we’re certainly integrating with the metaverse,” said Houston. “We want to help you get your stuff in and out of the metaverse from your Dropbox into the metaverse and vice versa, so creating that experience where everybody could be in the same virtual room and everybody could be seeing the same content.”

Dropbox for Business (DocSend docsend.com) San Francisco, CA, US. Acquired HelloSign hellosign.com @HelloSign Simplifying work for the businesses of tomorrow: We are HelloSign, HelloFax & HelloWorks. 10-Mar-2021, Dropbox acquired DocSend for $165M. DocSend docsend.com @DocSend helps customers share & track documents by sending a secure link instead of an attachment.

Screen Shot 2021-09-11 at 9.31.25 amengageVR engagevr.io @vreducation immersivevreducation.com Immersive VR Education, creators of the ENGAGE virtual communications platform are developing a business metaverse #ENGAGEOasis set to launch in 2022. ENGAGE Oasis aims to be the LinkedIn of the metaverse. VR Education, the team behind the virtual education & training platform ENGAGE, announced a new addition to its growing ecosystem of virtual communication solutions, ENGAGE Oasis. Launching H1 2022, this corporate metaverse serves as a virtual meeting ground for businesses, professionals, & students looking to sell their products or services while developing key business relationships remotely anywhere. The VR platform is designed for corporate use, allowing everyone, from large to smaller operations, the opportunity to expand their user base by providing various remote services in immersive VR. IMMERSIVE VR EDUCATION LIMITED, Waterford, Munster, IE (Ireland)

Screen Shot 2021-07-16 at 6.48.44 pmFilo filo.co @meetfilo collaborative platform for virtual events, meetings & teams. Provider of flexible virtual spaces for collaborative teams, meetings & events. Flexible platform for virtual events, meetings & teams. Built on the video conferencing platform Zoom. Integrates directly with Zoom so you can scale your virtual event, meeting or team to any size while still delivering the best quality audio & video experience. Brings teams together with virtual spaces for many sales gatherings. The sales process has changed in the virtual & hybrid world. With Filo Virtual Sales Hub, you do more than Zoom. You drive business. Give your team the space they need to succeed. Filo Software, Inc., a High Alpha company @highalpha: Venture studio that creates and invests in B2B SaaS companies. Indianapolis, IN, USA & Remote

a_PW3K0v_400x400Gather gather.town @gather_town Video chat in 2D customizable spaces. Virtual spaces for more meaningful human connections. Create a space for your community. Better spaces to
 gather around. Spend time with your friends, coworkers, and communities like you would in real life. “Gather for work” remote work features. Gather App. Gather Presence Inc. San Bruno, California, United States

Hoppin’ World hoppin.world/business/ @HoppinVr THE FUTURE OF REMOTE GROUP TELEPRESENCE: Want to meet remotely in real world locations? Allow your prospects, clients & collaborators to get a live face-to-face guided tour of your real world location without anyone needing to be physically present. Avoid unnecessary travel, saving time & money with our VRaaS Platform. Remote group telepresence into real world locations using 360videos. Upgrade the way you do business with Hoppin’. Hoppin’ World Ltd. Montreal, Canada

Screen Shot 2021-10-31 at 8.37.10 pmMeta meta.com @meta (Metaverse, Oculus / Reality Labs / Project Cambria / Meta Quest Pro / Workplace by Facebook, Facebook, WhatsApp, Instagram, etc) Workplace – marketed as Workplace from Facebook & formerly Workplace by Facebook: An online collaborative software tool developed by Meta Platforms. Menlo Park, California, USA
Screen Shot 2022-10-24 at 2.25.41 pm

Screen Shot 2021-11-05 at 9.29.39 amMicrosoft microsoft.com @microsoft getting into the metaverse & its corporate version of the metaverse via Microsoft Teams & rolling out updates to Xbox consoles: Collectively known as Mesh: Combines the mixed-reality capabilities of Microsoft Mesh, people in different locations join collaborative & shared holographic experiences, with productivity tools of Microsoft Teams, where people can join virtual meetings, send chats, collaborate on shared documents etc. “Microsoft Forms New Team to Target ‘Industrial Metaverse’”, 12-Oct-2022:

“[…] Microsoft internally announced the formation of a new team, Industrial Metaverse Core, that plans to help customers create immersive new software interfaces for operating the industrial control systems behind electrical power plants, industrial robotics and transportation networks. […]”

Microsoft has Loop as a Notion clone for Office:

“The Fluid Framework is coming to life as Microsoft Loop, a new Microsoft 365 application that takes collaboration beyond the traditional document”

Screen Shot 2021-11-05 at 9.56.53 amMicrosoft makes SharePoint, Microsoft CRM Dynamics 365, Microsoft Azure the cloud computing service, owns Yammer / Skype / LinkedIn (PointDrive) PointDrive acquired by LinkedIn 26-Jul-2016 / LinkedIn Learning. 3-May-2012, LinkedIn acquired professional content sharing platform SlideShare for $119M. 8-Dec-2016, Microsoft & LinkedIn announced that Microsoft’s $26.2bn acquisition of LinkedIn, the social networking site, officially closed. 11-Aug-2020, LinkedIn sold the presentation-sharing service scribd scribd.com @Scribd Scribd Inc. began operating the SlideShare slideshare.net @SlideShare business on 24-Sep-2020.

Screen Shot 2021-10-22 at 9.41.05 amQuestmate questmate.com @QuestmateApp No Code. Making work simple, rewarding & consistent. For any recurring tasks / work with multiple steps. Define a specific reward / incentive to be paid out / accessed right at the end of the workflow / job / task. In that sense almost a NoCode Smart Contract. Engaging Workflows. For teams of any type, size & mission. Team onboarding, training, tasks, etc. The simplicity of to-do lists 9G7dlbJj_400x400with straightforward guidance & powerful integrations of external systems & applications. Enabling you to build empowering workflows that connect the what to the how. Also perfect for Customer Onboarding, Staff Onboarding & Surveys. Register for BETA access. Avalon Beach, Sydney, NSW, Australia. (Full disclosure: I’m an angel investor)

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Screen Shot 2021-04-18 at 9.01.04 pmSciolytix sciolytix.com @sciolytix revolutionizing the way organizations onboard & develop people, & align training with performance. Through experiential learning & predictive analytics, we’re changing the way organizations onboard & develop people, & align training with performance. UPtick Sales Simulation Training Ecosystem: Unlock the power of immersive 3D simulations for all organizations to train & develop their sales teams. UPtick: The Practice Simulator for Salespeople: 3D immersive simulations & analytics to onboard & develop salespeople more effectively. Enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios & receive consistent, expert feedback from UPtick’s virtual coach. Simulators are effective tools for developing mission-critical skills:Screen Shot 2023-04-25 at 6.58.01 pm Challenging, engaging video game-like experience applied to sales training. Creates an emotional connection to training content that drives repetition. Extensive simulation library, fully customizable to your selling situation. Founded 1998. New York, NY, USA. DigitalChalk digitalchalk.uk is a product of Sciolytix: Learning Management System. No matter who you train, from our platform to our people, DigitalChalk provides the functionality & expertise you need for your eLearning program.

HIfv4cwK_400x400Vidinoti vidinoti.com @Vidinoti User-friendly platform to create, deploy & manage localised Augmented Reality content. Implementation of solutions in AR & VR for events & expos / trade shows. Enterprises can benefit from AR to better train & onboard their employees & reduce maintenance & intervention costs thanks to immersive manuals & AR-based remote assistance. Augment your content with more engaging content, in just a few clicks & track the popularity of articles via analytics dashboards. Create & deploy AR-based interaction & tours using Vidinoti’s CMS. That content can then be easily accessed using an installed mobile app. Switzerland. 17-Jun-2021, Bigtincan @bigtincan Australian sales enablement vendor acquired 100% of Switzerland-based tech company Vidinoti SA for roughly $770k in cash & shares. The Swiss acquisition specialises in augmented & virtual reality systems: Suite of tools to create, deploy & manage augmented reality content including V-Director, V-Player & the Vidinoti SDK.

Screen Shot 2022-03-29 at 6.19.22 pmVRtuoso formerly vrtuoso.io @VRtuosoGlobal now aruvr.com & @ARuVRGlobal turnkey XR learning solution for Enterprise training. Trusted by 1m+ users worldwide. Say “Yes” to ARuVR. PowerPoint + Webex for VR & much more!” Making VR-based enterprise learning & marketing a reality for all. Immerse. Experience. Enjoy. Creating VR content-based presentations, training & any immersive experiences has never been easier. Presenters can rapidly create slides with 360° & 2D content, like video, images, text, shapes & polls. PowerPoint for VR & much more! TOGETHER WITH OUR ECOSYSTEM PARTNERS & RESELLERS WE MARKET & SUPPORT WORLDWIDE VR / AR ENTERPRISE’S ROLLOUTS AT SCALE. Enterprise product to create VR presentations in-house. VR live content creation, real-time guided content consumption & live VR streaming platform over 5G network for enterprise rollouts at scale. Available as either Cloud or private On-Premise SaaS – enables any in-house team to quickly & easily create & deliver real-time, guided, on- & off-line, immersive VR business presentations & interactive training experiences. During any meeting or training session with VRtuoso you can also interact, moderate & control what the audience views on either their VR headsets or personal devices in real time. Capture & create your own VR content & use rich content libraries. 500k+ stock VR images & videos & 5k+ stock 2D vector icons & shapes that can build or enhance your virtual experiences. Designed for people who aren’t VR experts, with near zero learning curve: VR learning product for enterprise rollouts at scale. London, England, United Kingdom VRTUOSO LIMITED Company number 11512819 – USA – ITALY. In 2022 they rebranded to ARuVR (Are you VR?) aruvr.com & @ARuVRGlobal XR Enterprise Training Platform. ARuVR Ltd.

Vuframe vuframe.com @Vuframe VUFRAME sales enablement platform that helps you present your products using 3D, augmented & virtual reality. Provides web-based platform to create enriched, sharable Augmented & Virtual Reality experiences & apps online – on any device. Ingest many types of files & online content & publish it once to many types of devices & formats. Simultaneously supports 3D, AR & VR and offers a great on-boarding with lots of templates & examples. It is not a gimmick – you benefit from real-world use cases. Pay as you go for their off-the-rack templates which neither require tech or coding resources nor R&D effort or risk for the user. Vuframe GmbH. Regensburg, Germany

1519922011651Wonda VR wondavr.com @wonda_vr Creative Learning & Collaboration Solutions. We design intuitive tools & robust solutions to make the most of emerging VR, AR & MR technologies. Wonda VR Spaces, is an all-in-one Web application to create & share immersive learning & discovery experiences on all platforms. In 5 years, our solutions have been chosen by 10k+ creators, educators & communicators working for top brands & institutions such as Salesforce, EY, VMware, NYU, Parsons or Harvard University. Brooklyn, NY, USA. Paris, France, Wonda VR, Inc.

AvayaLive Engage conferencing in 3D environments with spatial audio for meetings, training, sales & support. Collaborative browsing & presenting marketing material in on-demand, web-based, immersive collaboration environments. I worked on this at Nortel Networks when it was Nortel’s so called web.alive application: 3D spatial audio: Proximity based audio means “walking” away from others lets their voice get softer & therefore allows for break-out sessions.

web.alive meetingavaya live

Overall my count of Sales Enablement software has over 186 relevant vendors.

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