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Job DescriptionThe Director, Sales Enablement is integration and translation role linking sales and marketing. Customers of sales enablement initiatives are sales (roles include, account / client managers, product / sales specialists, inside sales and partners and alliances).
Working alongside product marketing, content & field marketing, corporate L&D and sales operations to lead innovation, initiatives, programmes and delivery of business results.
Outcomes will be increased sales productivity and effectiveness; increased deal conversion by improving buyer engagements, driving organizational alignment, increasing sales pipeline acceleration and improving the overall effectiveness of your salesforce.Key Responsibilities
Develop and manage a 12-18 month Sales Enablement roadmap that drives business and functional priorities.
Overlay our sales process with our customers’ buying process to understand and enhance the product / field knowledge and skills;
processes and tools required by our sales force to increase velocity and conversion rates at each stage in those processes.
Partner with sales and marketing leadership and HR to establish an on-going product sales competency, assessment and development framework that increases the capabilities of everyone within our global sales teams.
Maintain a comprehensive, global on-boarding programme
Implement the development, delivery and training of effective sales tools (playbooks, etc) in tight collaboration with product marketing, field sales.
sales operations and corporate L&D
Create and update sales tools structure based on seller feedback
Establish, track objectives, metrics and benchmarks for sales enablement using dedicated sales / business intelligence tools to make robust recommendations for increasing future sales efficiency
Participate in the selection and implementation / deployment of technologies to be used by the sales force to increase efficiency and effectiveness.
Regularly spend time with sales to understand the reality and build sales enablement deliverables to meet their needs.
Skills, know-how and experience :
Must have :
10+ years’ experience in sales enablement with global high tech B2B organizations
Experience creating and implementing successful sales process / methodology / sales playbooks initiatives
Experience building effective sales onboarding and sales training programs
Experience with CRM (such as ) and sales enablement platforms
Excellent analytical skills, strong communications and interpersonal skills
Excellent capabilities in business team motivation, high level of business skills
Ability to create and track metrics which demonstrate constant increases in sales productivity
Highly motivated self-starter ability to manage multiple stakeholders under pressure and at different levels in the organisation
Strategic planning and thinking
Creative problem solving skills and innovative
Ability to break down complex problems in a simplified way
Ability to work cross-functionally