Job opening – Head of Sales Operations & Enablement – Fujitsu America

Head of Sales Operations & Enablement
Canada
Job Identification 11740
Locations Home Office Ontario (GXON), ON, CANADA
Apply before 25-Feb-2023
Job Schedule Full time

Job Description

Fujitsu America, Inc. delivers the full range of Fujitsu digital transformation services and solutions to clients across North America. Our Purpose is to make the world more sustainable by building trust in society through innovation. We enable our customers to meet their business objectives through a broad portfolio of services and solutions ranging from business and digital transformation services, mobility services, application services, hybrid and multi-cloud, enterprise, supply chain and transacting application software, automation, IoT and advanced analytics.
For more information, visit: fujitsu.com/us and @fujitsuamerica
The Head of Sales Operations & Enablement, North America will drive the overall productivity and effectiveness of the sales organization, through effective and timely communications, streamlined internal processes, and meaningful reporting. The Leader will lead a team and work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are defined, enabled, and executed. This role will report to the Head of Customer Markets, North America.
KEY ACCOUNTABILITIES: Sales Operations
    • Sales Planning:  Supports the development and implementation of a Sales Plan that underpins the Mid-Term Plan (MTP) in terms of strategy and actions.
    • Sales Budgets & Targets:  Sets and communicates sales budgets and targets in partnership with Sales Leadership, Strategy and Finance.
    • Sales Quotas:  Sets and communicates sales quotas in partnership with Sales Leadership.  Allocates individual sales quotas and sales accounts to underpin the achievement of the Sales Plan.
    • Sales Forecast:  Accountable for timely and accurate sales forecasts and the provision of accurate sales pipeline information to underpin the business forecasts.
    • Incentive Plans:  Designs and communicates sales compensation plans. Arbitrates claims where required and ensures that plan rules are applied fairly and consistently across the organization.
    • CRM & Technology:  Defines and implements technologies that enable increased sales team productivity.  Monitors the compliance of the Sales organization with required standards of CRM data quality.  Works closely with Sales Leadership to optimize the effectiveness of Fujitsu’ technology investments.
    • Inside Sales:  Governance and management of Inside Sales Program and Reps.
    • Managing Talent:  Lead and build a Sales Operations and Enablement team to support the achievement of the overall sales ambition. Measures individual performance and team effectiveness.
    • General Management:  Is a visible and value member of the relevant management team, influencing strategy for market making, capability and offering development.

Key Activities
    • Monthly TCV & IYR Forecasting – Responsible for creating prelim draft of monthly forecasts, including Q2RF, Q3RF and Q4RF.
    • Frequent Pipeline and Performance Reporting – Maintain and distribute weekly reports for Sales Leadership
    • Salesforce & Technology Innovation – automate opportunity lifecycle by utilizing Quip, a Salesforce owned SaaS feature.
    • OneCRM Initiative – global CRM standardization initiative; includes introducing mandatory fields and functionality; also includes modification of CSLC and synchronization with SAP (ERP).
    • Annual Budget/Target Process – Develop model to calculate and allocate budgets across Industries.
    • Key contributor in the following initiatives and activities: NPS & CX Survey, Special Projects “Lead”, Compensation Plans, Incentive Plans
Sales Enablement
    • Technology Stack:  Assist in the identification, evaluation and implementation of new sales tools, processes and methodologies.
    • Sales Methodology and Education:  Responsible for sales methodology.  Participate in the evaluation, planning and scheduling of sales education programs.
    • Continuous Learning:  Develop and maintain a master schedule for all recurring and one-time sales enablement activities.
    • Content Creation and Process Documentation:  Develop and maintain documents, user manuals, etc. for internal processes.
    • Communication:  Assist Sales Leadership in rolling out communication activities.
    • Onboarding:  Work with HR and IT to effectively onboard / offboard sales team members that include:  transfer of account, opportunity, and lead records; issuing / collecting equipment, system accesses and other administrative items as needed.
Key Activities
    • Drive sales team onboarding process.
    • Identify, introduce, and train sellers on new sales technologies that increase productivity and create collaborative-friendly environments.  Examples include:  CrystalKnows, LinkedIn Sales Navigator, D&B Hoovers, etc…
    • Key contact and architect for Revegy; Modifying account review templates and creating CX Plan templates.
    • Create and communicate Key Win Announcements.
    • Liaise between Global Knowledge Management office and the Region as well as other Fujitsu groups.
Key Tools/Systems: Advanced Knowledge
    • Salesforce (CRM)
    • Microsoft Excel; comfortable with Pivot Tables and other advanced functions for data sorting
General Knowledge
    • ERP – comfortable navigating throughout the system and pulling reports
    • Other CRM (Salesforce) add-on features; i.e. Quip
    • LMS – familiarity with working in a LMS platform (Learning Management Software);
Bonus / Nice to Haves
    • Tableau and/or Power BI – familiarity with basic functions
    • Sales Commission Payment Reporting/Payment System – i.e., Xactly
    • Account Planning Software – i.e., Revegy
    • Content Management System – i.e.. Bigtincan
    • LinkedIn Sales Navigator

Job opening – Senior Sales Enablement Manager Global B2B Logitech

jobs.jobvite.com/logitech/job/oie2kfwC

SENIOR SALES ENABLEMENT MANAGER, GLOBAL B2B

logitech.com @Logitech

Sales

Offsite USA

New flexible ways of working are changing the way we collaborate in business, education, and in our personal lives. Logitech is driving this evolution in the conference room, at the desktop, through mobility solutions and we intend to do so for years to come.

Logitech is seeking a Senior Sales Enablement Manager, Global B2B who will be an integral part of the Central Enterprise B2B strategy team. They will be responsible for creating, maintaining, and evolving our sales enablement processes globally in conjunction with the efforts of Logitech’s regional sales teams. Our goal is to create programs that maximize sales productivity, through a well-defined and efficient sales methodology that can be executed within our global regions of North America, Europe, China, Asia Pacific, Latin America, Middle East, and Africa.

The Role:

In this role, you will lead our global sales enablement strategy through creation of a new sales methodology, sales enablement program and new hire onboarding practices. You will collaborate with our regional sales leaders and their teams to assess, onboard, and adopt a sales methodology that fits our go-to-market strategy which is aimed at increasing enterprise sales through a direct customer engagement model in conjunction with a network of channel and alliance partners. Prior experience working in an environment that includes direct customers, channel partners, alliance partners (MSFT, Zoom, Google) will be of value as you look to drive this strategy.

Your Contribution:

In this role, you must be able to demonstrate the disciplines of working cross-functionally within a global, matrix-led organization. The role requires the candidate to bring a collaborative personality and the dynamic capability to drive our sales process and solution enablement which is key to our successful transformation as a B2B sales organization. Move fast. Speak up. Decide and execute. Drive change. Exceed customer expectations. These are some of the winning behaviors you will need for success at Logitech.

Responsibilities Include:

  • Manage the development, onboarding of a new sales methodology to be adopted by the Logitech B2B direct engagement sales teams
  • Design and provide effective enablement, training materials & program for all stakeholders outlined in the concentric circle
  • Work hand in hand with our product management, portfolio, and marketing teams, leveraging existing/new products and services to create solution use cases that showcase the business outcomes they provide to our customers
  • Establish a cadence to include updates and collect feedback. Lead cross-functional teams to refresh and/or execute to design, plan, implement and manage sales/channel enablement programs and initiatives
  • Work with these teams to ensure creation and dissemination of all sales enablement collateral including sales playbooks, pitch decks, data sheets, competitive battle cards, etc.
  • Work with Content creators across the business within marketing, business groups, etc. to ensure we are meeting the needs of our frontline sellers
  • Create new hire onboarding program and existing professionals) to move from good to great across roles

Key Qualifications:

For consideration, you must bring the following skills and behaviors to our team:

  • 10+ years in sales enablement with a technology manufacturer of hardware, software, and services solutions
  • Experience leading enablement teams and training sellers of various levels of seniority utilizing both in-person and remote curriculums
  • Experience implementing Sales Methodology training (e.g., MEDDIC, SPIN, NEAT, Challenger Sales)
  • Experience with CRM platform Salesforce.Com and sales workflows associated with following a specific sales methodology
  • Experience with content management and learning management systems
  • Experience working with, understanding, and addressing the unique needs of distinct types of sales teams such as Inside Sales, Account Executives and Channel Managers
  • Excellent communication skills and the ability to express thoughts logically and succinctly
  • Experience working across multiple geographic regions and understanding of regional commercial nuances A high degree of confidence and poise when presenting to a sales audience and executives – the ability to see the ‘big picture’ when facilitating and manage a room
  • Initiative-taker mentality with a high degree of follow through – can own and take tasks through to completion
  • Willingness to travel up to 25% of their time if needed
  • Comfortable working in a fast-paced work environment

Education:

  • Bachelor’s Degree and/or related experience
  • Industry certifications a plus

Job opening – Sales Enablement Program Lead @wrike a @Citrix company

Screen Shot 2022-09-11 at 8.55.22 amSales Enablement Program Lead
Wrike wrike.com @wrike a @Citrix company
Prague, Czech Republic
Full-time
Seniority: Mid-level

Work management platform: Built for teams & organizations looking to collaborate, create, & exceed every day, Wrike brings everyone & all work into a single place to remove complexity, increase productivity, & free people up to focus on their most purposeful work.

Our vision: A world where everyone is free to focus on their most purposeful work, together.

Ready to become a Wriker?

Sales Enablement Program Lead: Responsible for creating content, preparing for & conducting in-person & virtual training sessions for new & existing sales employees on product knowledge, prospecting, discovery, presentation skills, sales process, planning methodologies, Value Selling & other tools/resources relative to successful job performance. In addition, you will continue to look for opportunities to enhance the enablement program & solicit feedback from the field organization regarding their needs.

More about Your team

The team you’ll be a part of is a group of professionals driven by the passion for learning & growth. Sales Enablement Program Leads all have a background in Sales & Adult Learning; supported by Instructional Design & Operations colleagues. We value openness, growth mindset, collaboration & delivering on our goals. Above all, we love working with people and we support each other in our daily activities & beyond.

How You’ll make an impact

  • Build and maintain enablement content materials to ensure content is up-to-date and relevant in all role-based curriculums in the learning management system and associated content in the Guru content management tool.
  • Coordination, scheduling, & facilitation of workshops & certification processes.
  • Continuous feedback, reporting & ongoing communication of new hire certification progress to sales leaders.
  • Continual evaluation of sales certification processes / procedures / enablement content; improve training effectiveness by participating in the development of new approaches, techniques, & materials.
  • Ongoing support for new sales hires as needed through coaching/mentoring activities. Manage mentor program & onboard new mentors.
  • Build and facilitate practice and certification exercises in sales enablement coaching tools, in virtual tools & in-person skill practice workshops.
  • You’ll work closely with all cross-functional departments in the development & deployment of client-facing training programs.

You’ll achieve your best if you have

  • 3+ yrs of enterprise sales experience or sales management experience
  • 2+ yrs of experience in training development & delivery

You’ll stand out with

  • Expert level training & facilitation skills (both in-person & VILT)
  • Sales enablement curriculum development expertise; deep knowledge of adult learning principles and end-to-end process to develop and deliver enablement via multiple deployment methods
  • Experience engaging and communicating with all levels to conduct needs assessments with sales leadership at the highest levels
  • Strategic sales enablement planning & implementation experience
  • Experience using learning software: Captivate, Camtasia, Brainshark [Now part of Bigtincan], Mindtickle, SalesHood or other sales enablement tools etc.
  • Superior communication skills

Continue reading “Job opening – Sales Enablement Program Lead @wrike a @Citrix company”

Job opening – Sales Enablement Technology & Content Manager SentinelOne

Screen Shot 2022-05-17 at 2.09.00 pmSales Enablement Technology & Content Manager

SentinelOne @SentinelOne

Mountain View, CA, USA
Remote

About Us:


SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, & responds to threats in real-time. Singularity XDR ingests data & leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.

We’re a values-driven team where names are known, results are rewarded, & friendships are formed. Trust, accountability, relentlessness, ingenuity, & OneSentinel define the pillars of our collaborative & unified global culture. We’re looking for people that will drive team success & collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!

What are we looking for?


SentinelOne is seeking an enthusiastic, innovative, & forward-thinking enablement professional to join our fast-growing Sales Enablement team. The Sales Enablement Content Manager role will be responsible for the management & optimization of our sales enablement content, tools & technology to drive the continual improvement of sales rep performance & productivity.

What will you do?

  • Publish, organize and govern content and assets in our sales enablement and learning platforms with a focus on increasing usage, adoption, and engagement.
  • Assist in the design and creation of enablement content, learning assets, and web pages in our sales enablement platform.
  • Work with content owners & SMEs to ensure content and learning assets are relevant and up to date.
  • Assist in creating & managing communications around enablement and learning initiatives.
  • Gather requirements from key stakeholders to ensure enablement initiatives meet objectives.
  • Continually gather feedback and improve the experience and effectiveness of enablement content & programs.
  • Drive the measuring & reporting of impact and usage metrics around enablement efforts.

What skills and experience should you bring?

  • 5+ years of sales enablement or relevant work experience.
  • Experience with sales enablement & learning tools and technology. (Highspot a plus).
  • Strong project management skills and ability to manage and prioritize high workloads
  • Ability to work in a team environment & collaborate.
  • Excellent people skills.
  • Very strong communication & writing skills.
  • Customer-first mentality and focus on user experience.

SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles.

Job opening – Sales Enablement at @StackAdapt

Sales Enablement Specialists in:

  • AUSTRALIA
  • SINGAPORE
  • UNITED KINGDOM
  • UNITED STATES
    • East Coast
    • West Coast

Sales Enablement Specialist

REVENUE – SALES ENABLEMENT / FULL-TIME

Are you a results-oriented sales trainer with experience coaching sales teams? Are you always looking for different ways to use various sales tools to their full potential? If so, we want to hear from you! We are looking for a Sales Enablement Specialist to help optimize the performance of our sales team through the ownership of sales enablement tools and cross-functional collaboration. Reporting to the VP, Sales Enablement, you’ll use your knowledge of the Programmatic landscape to come up with best practices to help our Revenue team pitch our platform effectively and win new business. Additionally, you’ll work closely with the leadership team to derive data-driven insights that maximize the revenue team’s growth opportunities.

StackAdapt is a Remote First company.

What you’ll be doing:

  • Influence build and lead education programs focused on sales and product knowledge
  • Onboard new hiring classes throughout the year
  • Coach revenue facing teams throughout their ramp (account executives, account managers, etc.)
  • Coordinate individual and team performance review sessions to discuss strengths and weaknesses
  • Collect feedback from sales reps and managers about training courses
  • Report on impact of training programs (e.g. sales achieved, retention rate, etc.)
  • Observe sales encounters and determine training needs for individual reps and/or teams
  • Work closely with Sales Directors to create best practices for using various sales enablement tools such as Salesloft, Gong, Highspot etc
  • Monitor and analyze the usage of sales enablement content and software
    Collaborate with our People & Culture team on sales training for the team as well as ongoing systems and processes training

We’ll be reaching out to applicants that have:

  • 2+ years of proven work experience as a Sales Trainer or similar role
  • Experience in a sales position is a plus
  • Ability to manage the full training cycle, including in-person activities and web-based learning
  • Strong industry knowledge and understanding of how to position StackAdapt’s capabilities in the market
  • Strong communicator; enjoys working cross-functionally with various teams
  • Expert user of Salesforce
  • Strong knowledge of existing sales enablement tools like Salesloft, Gong, etc
  • Self-starter who is comfortable vocalizing insights and opinions
  • You love taking initiative and have strong intrapreneurial skills.
  • Excellent organizational and project management skills
  • Reliable, with a strong sense of urgency

StackAdapters enjoy:

  • Competitive salary with bonus
  • Health Insurance cover
  • Superannuation contributions
  • Work from home reimbursements
  • Coverage and support of personal development initiatives (conferences, courses, etc)
  • An awesome parental leave policy
  • A friendly, welcoming, and supportive culture
  • Our social and team events (virtually!)

About StackAdapt

StackAdapt is a self-serve programmatic advertising platform used by the most exceptional digital marketers. This state-of-the-art platform is where some of the most progressive work in machine learning meets cutting-edge user experience. Ad buyers plan, execute, and manage data-driven digital advertising campaigns across all devices, inventory, and publisher partners.

Job opening – Head of Sales Enablement at Cutover

Outdated!

Head of Sales Enablement at Cutover cutover.com @gocutover
New York / East Coast, USA

We’re focused on building a cutting edge software platform to help enterprise teams move quickly with confidence. We’re the leader in work orchestration & observability, enabling teams to plan, orchestrate, and analyze complex work faster, smarter, and with greater visibility. We’ve come a long way in a short space of time: more than doubling our global team to 100+ people, bringing on board multiple top-tier Enterprise clients (including some of the world’s largest Financial Services institutions), & having Eldridge lead our recent $35m Series B round along with a number of great partners like Index Ventures, who led our $17m round Series A in 2019.

We’re scaling our Customer Journey Organisation [CJO = the term we give to all of our teams focused on driving Cutover’s revenue] organization in a big way in 2021 and we’re excited to start the search for a talented enablement pro to join us and lead Sales Enablement globally.

One of our core Guiding Principles at Cutover is “Stay curious and enable others to succeed”, so we feel confident in saying that we’re a global team that is very much bought into the importance of building knowledge and striving for self-improvement. Reporting into our Global Director of RevOps & Enablement, this role will be pivotal in helping us to build strong foundations that will allow us to continue scaling in a sustainable manner, while ensuring that we are doing everything within our power to build a culture of success and enablement within our go-to-market teams.

What you’ll be doing as our Head of Sales Enablement….

  • Partnering with go-to-market leadership to define the strategy that will underpin sales enablement, training and our broader “revenue acceleration” programs.
  • Designing & developing world-class innovative training content and programs for our sales team and our wider commercial organization (Customer Success, Marketing, Partners, etc).
  • Optimizing ramp time for new hires (and also – importantly – those who get promoted into full cycle sales roles) by building a thorough, engaging and constantly developing onboarding program for our new joiners; you’ll play a key role in measuring the success of our ramp, onboarding and enablement philosophies, too.
  • Becoming an expert in Cutover products, go-to-market philosophy and our commercial methodologies.
  • Leveraging data and insights (Culture Amp engagement surveys and feedback cycles, for example) to identify key learning opportunities for our commercial teams; you’ll work in close collaboration with our People Team: sales enablement shouldn’t happen in a silo, after all!
  • Being a bridge between Product, Engineering, Product Marketing and the wider commercial organization: you’re going to be the point person for ensuring relevant product and technical information flows in all necessary directions to keep our team engaged and informed as we ship new products with increasing pace over the coming quarters.
  • Building a genuine culture of accountability amongst our commercial leadership team, ensuring that our go-to-market leaders are genuine partners and facilitators of our Enablement strategy

What we’d like you to bring to the table for this role…

  • You’ll have several years of experience working in a Sales Enablement role at an Enterprise software company (ideally you’ll have worked closely with sales teams selling disruptive SaaS products to complex Large Enterprise accounts). If you spent some successful time doing what you do in a quickly growing scale-up company, that would really make your application stand out. In terms of years of experience, we’re thinking you’ll likely have 4+ years in this field, but we’re not stuck to that number.
  • You’ll be a confident, credible public speaker and you’ll be used to building strong relationships with internal and external stakeholders. Leading and recording thought leadership, enablement and training sessions will be second nature to you.
  • You’ll have created customer-facing training content in past roles and will have a keen eye for detail and a flair for telling engaging stories with written and visual content. You love creating journeys & workflows for users, gamification and milestone-based learning.
  • Ideally, you will have hands on experience in a sales role previously (but not required).
  • You’ll have entrepreneurial spirit with a high tolerance for ambiguity and complexity. You’ll be able to be efficient with limited resources (classic “scale-up company scrappiness” will be needed!) and identify internal process gaps that you can help evolve and fix as Cutover scales. You’ll also have experience managing internal projects and initiatives involving multiple teams and stakeholders.
  • You’re technically savvy, with experience using the tech-stack and tool-kit of a modern SaaS sales pro. You’re also keen to develop a strong knowledge of the Cutover platform and solutions.
  • If you have prior experience using Intercom and a best-in-class LMS platform(s), that would be a plus.

Continue reading “Job opening – Head of Sales Enablement at Cutover”

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

Job opening – Sales Enablement Architect at Elastic

Sales Enablement Architect

Elastic is a free & open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

To support our continued growth, we are hiring a Sales Enablement Architect who will be a dedicated performance and efficiency partner to sales leaders within the portfolio of sales teams supported by sales enablement. As a key internal partner, the person in this role monitors and elevates sales leadership satisfaction by understanding and crafting sales team needs and requirements and working to align within and across the commercial system. The Sales Enablement Architect role is tethered between internal content, skill, technology, and tool providers and the sales teams at both strategic and tactical levels, ensuring product, marketing, sales, training, and process teams understand the business requirements of sales leadership while also working cross-functionally to craft efficiency services that meet or exceed those needs to deploy agile sales enablement solutions, especially in the middle to end of the sales process. We believe sales enablement includes three key pillars; talent enablement, message enablement, and pipeline enablement. Our enablement strategy aligns to that framework with the intent to empathize with sellers and make their work less sophisticated as well as reduce customer confusion. If you are energized by the details below, please join us on our journey.

Intended business outcomes include:

  • Reduce Attrition
  • Better Skills
  • Faster Time to Productivity
Continue reading “Job opening – Sales Enablement Architect at Elastic”

Job opening – Senior Sales Training Associate at Snap Inc a camera company Snapchat Sales Enablement

Outdated!

Job opening: Senior Sales Training Associate
Full time
R0016402
Los Angeles, California or New York, New York

Snap Inc. is a camera company. We believe that reinventing the camera represents our greatest opportunity to improve the way people live and communicate. Our products empower people to express themselves, live in the moment, learn about the world, and have fun together.

Snapchat is the camera used by millions of people every day to Snap with family, watch Stories from friends, see events from around the world, and explore expertly curated content from top publishers. In short, we are a passionate team working hard to build the best platform in the world for communication and storytelling.

We’re looking for a Sr. Sales Training Associate to join Snap Inc! As a member of the Sales Enablement team, within our Sales Operations organization, you will develop and deliver world-class learning programs that uplevel the capabilities of our Global Sales team, enhance sales culture, and improve sales productivity. Working from our New York offices, you’ll collaborate with a variety of teams across Snap (including Sales, Product Marketing, Business Marketing, Operations and Executive Leadership teams), along with external vendors to enable our sales teams to unlock their true potential and drive revenue.

What you’ll do:

  • Spearhead the strategy and creation of a world-class Sales Skills & Sales Coaching programs, in a scalable, repeatable and consistent manner, across multiple channels, regions and roles

  • Develop deep, trusting relationships with the sales organization, cross-functional partners & external vendors to continually assess performance gaps and address needs

  • Customize external training & coaching programs to Snap specific goals

  • Maintain a curation mindset to distill a high volume of information down to the most relevant and impactful learning points, provided in a way that resonates with the sales team

  • Project manage and maintain programs in a timely way, ensuring content is always relevant,  current & accessible

  • Leverage our sales enablement platforms to effectively deploy, manage and measure sales training

  • Adapt existing in-person content to produce creative, interactive eLearning experiences

  • Drive ongoing sustainability and accountability Sales Skills and Coaching programs

  • Find creative and fun ways to incent our sales teams and their leadership to practice skills in their day to day operations

Knowledge, Skills & Abilities:

  • Experience in designing, developing and facilitating classroom (ILT) and webinar (vILT) courses

  • Experience creating and delivering interactive and engaging in-person workshops and online scenario-based programs, which practice client-facing skills, such as discovery questioning, negotiation, objection handling, presentation, etc.

  • Experience building interactive learning programs, using eLearning authoring tools and/or video/audio production tools, without additional support, from start to finish. Authoring tools should yield interaction and response data through SCORM (or an approximate language)

  • Experience creating supporting Enablement materials for a professional environment (e.g., job-aids, quick-start guides, demos, worksheets, blogs, podcasts, articles, workflows, decision trees, proficiency trackers, etc.)

  • Experience with adapting information from a variety of sources, without requiring past knowledge or background on the topic

  • Familiarity with establishing Enablement-related accountability and measurement (e.g., pre/post surveys, knowledge checks, rubric scorecards, written or verbal certifications)

  • Strong project management experience, with an ability to evaluate and re-prioritize rapidly and deliver results against aggressive deadlines, as part of a team and/or as an individual contributor

  • Experience in the world of coaching, sales and sales support, exhibiting a commitment to strengthening the sales methodology and process with knowledge, creativity and empathy

Minimum qualifications:

  • 5+ years of experience in Sales, Sales Enablement, Learning & Development, Sales Operations, Product Marketing or related field

  • Bachelor’s degree in a business, marketing, communications, education, or related field, or equivalent work experience

  • Experience working in the tech, media or digital advertising industry

Continue reading “Job opening – Senior Sales Training Associate at Snap Inc a camera company Snapchat Sales Enablement”

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