Sales Enablement Training Manager

Sales USA, Burlington

Role

The Sales Enablement Program Manager is responsible for the development and implementation of corporate sales training programs designed to improve overall productivity and support the sales teams' goals and objectives in every region. Develops and delivers programs that include product and selling skills training. Works closely with Sophos Sales Business Owners and Global Sales Leadership to ensure that all enablement programs are aligned with the company’s sales and business objectives. Coaches sales representatives and provides skills assessment evaluations to field sales management. Utilizes most appropriate learning methods including ILT, just-in-time training, self-study, computer-based training, simulation and hands-on class exercises. Monitors overall effectiveness of training programs.

  • Location: Burlington, MA

Main Duties

  • Work closely with Global Sales, Marketing, Channel and Sales Operations and others to ensure Sales Enablement programs align with Sophos Sales Strategy
  • Complete data-driven training Needs Assessments for key audiences:
    • Understand and document the process, tools and training needs of Account Executives and Account Managers and align enablement initiatives accordingly
  • Serve as Program Manager in the design, development, customization, roll-out and reinforcement of Sales training programs and assessment tools.
    • Coordinate the roll-out of training programs globally using the most appropriate medium to ensure maximal learning objectives are achieved in the most cost-effective way
    • Lead onboarding training for new sales employees and regional skills-based training programs and refreshers
    • Design and build assessment mechanisms to ensure learning effectiveness
    • Works closely with product management, product marketing and regions to coordinate education requirements and rollout for new products and launches.
  • Partner with Sales Business Owners to facilitate Sales regional best practice groups and ensure best practices are shared globally
    • Ensure processes and tools are simple, consistent and easily accessed by sellers
  • Measure the effectiveness of all enablement initiatives for sellers and communicate progress against Key Performance Indicators for sales productivity and sales training effectiveness
  • Understand IT industry Sales Enablement best practices and apply as appropriate to Sophos
  • 20% Travel required / Valid passport required

 

  • Organizational Responsibility:
    • Reports to the Head to Sales GTM Acceleration
    • Direct relationships with Regional Vice Presidents, Global Sales Managers, Sales Engineers, Product Marketing, and Channel and Sales Operations

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Experience and Skills

Essential Experience:

  • Strong track record of success managing Sales Enablement or Sales Effectiveness programs resulting in measurable positive sales results 
  • Proven experience working with Sales teams and supporting industry-leading programs to drive opportunities and revenue
  • Experience facilitating sales training programs
  • Field sales experience, preferably in the IT industry
  • Knowledge of enterprise IT; security and/or networking software exposure; B2B marketing knowledge preferred
  • Experience managing Global programs working across multiple geographic Regions preferred

Essential Skills:

  • Excellent oral presentation, written communications, and sales interaction skills are a must
  • Ability to manage complex programs and align tactical plans with overall business and sales strategies
  • Demonstrated ability to communicate effectively with sales leadership and to build productive working relationships at senior levels
  • Ability to execute on a number of parallel tasks and prioritize appropriately
  • Ability to identify, influence and manage ad hoc teams without solid lines of authority
  • Ability to understand the impact of decisions on other areas of the business
  • Content development and/or some graphics design skills preferred

Benefits

In most cases, the remuneration package includes:

  • Medical insurance
  • Dental insurance
  • Vision insurance
  • Life insurance
  • Long-term disability insurance
  • 401k plan
  • Vacation time
  • Gym membership compensation

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