任职要求/岗位职责
Our client is a professional IT information company, provide service to corporations and academic customers. Purpose:The Sales Enablement Manager is accountable for giving new hires, existing sales staff the tools and skills necessary to increase sales productivity through shorter timelines to first deals, larger annual revenue numbers and overall revenue growth. This position will determine where the sales team need to be from knowledge, skills, and tools to successfully position product line and conduct the appropriate activities in the sales cycle. This is a critical position with the primary goal of the successful development, implementation and monitoring of enablement programs. The successful candidate will demonstrate the ability to gain deep knowledge and understanding of the sales organizations they support, products and their target markets served.Responsibility:Sales Enablement:? Build the sales training organization focused on developing and reinforcing critical sales competencies? develop onboard process and sales boot camp for new hires? Identifying knowledge and performance gaps, and designing learning programs to address effectively.? Increasing sales productivity in a tangible and measureable way ? Develops training curriculum and content to ensure sales team has expertise in selling, who to target in each LOBs, overcoming objections, key applications. ? Prioritize Sales Tool requirements for Inside and Outside Sales Team for new acquisition and retention.? Manage updates and refreshes of all tools in use? Identify and spotlight repeatable best practices for rapid dissemination across the field.? Drive top performers programs, “Club” event, identify programs to enable and reward a high performing sales culture.? Collects feedback from sales on effectiveness of tools and continuously works to improve quality of content, format, and delivery. Sales Optimization? Develop and evolve practice processes, sales playbook and strategies for territory, account and opportunity management.? Enable a metrics driven, analytic sales organization through reporting, business intelligence, forecasting and planning.? Sales promotions and programs, SPIFS, and incentives for optimizing productivity for Inside and Outside Sales; Hunter and Farmer.? Develop sales plays for: Retention, upsell and cross selling.? Interface with marketing on new product launches, solutions, pricing strategy input, etc.Operations? Metrics and analysis: sales targets, dashboards and reports across functions, key funnel analysis, productivity analysis ? Pipeline Generation: lead qualification, opportunity development, field enablement? Forecasting: opportunity management, develop key performance metrics, reporting and analytics? Liaison with finance on equitably assigning sales force quotas and ensuring MuleSoft’s objectives are optimally allocated to sales.? Liaison with finance on bookings, reporting, and analysis Requirement:? Familiarity with the sales cycle and essential selling skills (such as business acumen, account planning, territory planning, overcoming objections, and closing the deal)? In-depth understanding of sales processes and challenges commonly faced by a B2B Direct sales force comprises both Inside Sales Rep and Outside Sales. ? Track record of implementing successful enablement programs ? The skills and presence to effectively communicate with all levels of Sales? Demonstrated success managing complex projects from start to finish, working effectively across internal functional teams. ? Ability to find needs, design enablement solutions and deliver solutions to sales team with credibility and impact.? Strong customer relationship skills? Self motivated, ability to work with little definition and without supervision while multi-tasking and prioritizing across a number of projects and initiatives? Willing to travel
企业介绍
Talent Associates is a well recognized leadership consultancy partnership, and international executive search firm that gives organizations a competitive edge by enhancingperformance and identifying talent. Talent Associates operates several Industry Practices(Industrial, IT, Life Sciences, and Financial Services) with functional specializations.