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Senior Manager, Sales Enablement - Salesforce.org - San Francisco, CA #5338208


Company: Salesforce.com, Inc

Date: 08/11/2018

Category: Telecommunications Services

City: San Francisco, CA

Everyone who wants to change the world should have the tools and technology to do so. Technology is the most powerful equalizer of our time, providing access to data, knowledge, and--above all--connections. Salesforce.org gets our technology in the hands of nonprofits and educators so they can connect with others and do more good. As a social enterprise, the more missions our technology supports, the more we invest back into technology and communities, creating an endless circle of good. We’re here to help; visit us at Salesforce.org.


Job CategorySalesforce.org - Marketing and Industry Strategies


Job Details


Senior Manager, Sales Enablement - Salesforce.org


We are seeking a highly motivated Sales Enablement professional to help build and deliver Learning, Fast Start and Building Mastery programs for our Higher Ed / K-12 sales organization. This position requires constant collaboration with Sales Leadership, Product Marketing, Sales Strategy and other SME teams, as you build and execute your learning programs. In this role, you will create and deliver impactful, engaging and memorable training programs that ultimately result in pipeline and ACV.


The ideal candidate will go beyond just “getting it done” and be mindful and strategic in their approach to building a world-class sales enablement program. You will be passionate about coaching and developing others, a Sales Rock Star (Top Performer) and a Salesforce “Do My Job” Ninja AND/OR a seasoned Field Sales Enablement professional. The program you create will focus on everything from vision and value to deal execution and skill development. A significant portion of your time during your first 6 months will be will be spent building a library of curriculum that you’ll use for virtual, classroom and just-in-time learning programs. As a sales pro, you will provide our sales teams with the coaching and support they need to accelerate their time to quota and over-achieve on their annual ACV metrics.


In addition to Sales and/or Enablement experience, our ideal candidate will also bring a level of expertise or working knowledge in the Higher Ed or Education market.


We are looking for someone that has an entrepreneurial spirit, is self-directed, and thoughtful in their approach as they build and deliver one of the most valued and visible programs in the company. The candidate excels in a fast-paced, high engagement environment, and is looking for the opportunity to challenge the status quo as they build a state-of-the art learning journey for AEs.


Responsibilities:


  • Develop a targeted approach that enables the sales team to achieve ramp quota in first year, generate new pipeline, accelerate their deals, engage effectively with executives and ultimately close bigger deals.


  • The Sales Enablement Manager will build, own and deliver a growing pipeline of training and development programs for the Global Sales organization: from sales fundamentals, deal execution and value selling to app rigor and pipeline management – all leading to sales mastery. Your knowledge in these areas will be invaluable to your success.


  • Transform our sales organization into app ninjas by providing everything from tactial in-the-app training (Salesforce) to more strategic programs focused around building business value.


  • Build a 1-to-1 or 1-to-many coaching program for sales teams to boost productivity, effectively manage their territories (greenfield/whitespace), develop expertise in our analytics tools and build confidence in pipeline and forecast accuracy.


  • Own, manage and grow the online digital sales assets library (Trailhead and our internal Sales Asset Library) in partnership with SMEs throughout Salesforce. This will involve the content management of existing assets and the curation of new learning assets and curriculum.


  • Create and deliver scalable sales training programs to address regional needs with an abundance of self-paced video, print resources and other just-in-time learning assets.


  • Assist with the delivery of the Salesforce.org Sales Boot Camp program and the yet to be created Sales 360 program focused on a new hires 6-12 month onboarding period.


  • Partner with internal SMEs and Product Marketing to build an impactful program with rich and valuable field sales breakout programs. In this capacity, you will have the opportunity to flex your public speaking, motivational and group facilitation skills to make Boot Camp highly engaging and memorable.


  • Create simulation/role-based/scenario-based interactive learning programs that address the goals, needs and learning priorities set forth by the Sales Leadership team.


  • Consistently push the boundaries for high levels of interaction that make the learning stick.


  • Continually reinforce how people learn through “doing” and why this is critical to the overall success of the program.


  • You believe that “Death by PowerPoint” has no place in the “classroom”.


  • A commitment to seek out public speaking or writing opportunities (blogs) related to the world of sales enablement, personal productivity, training, coaching or career development.

Required Skills/Experience:


  • Candidate Types: The ideal candidate will come to us with some combination of the following:


  • 8-10 years of experience in sales, enablement/productivity, sales readiness, training program management, or some mixture of.


  • Above all you are a sales professional with a proven track record of success in field or enterprise sales. Those with selling experience in education industry will be highly sought.


  • In addition to your sales background, the ideal candidate will also have experience in the Sales Enablement, Sales Productivity or Sales Training field with a minimum of 2-3 years of experience designing, building and delivering sales readiness programs at scale.


  • You must have a teacher’s heart – it’s not just about being a rock star account executive. It’s your ability to teach others and understand that we all learn differently. Every program must be built with different learning types in mind.


  • Instead of being the expert in the room, you use your knowledge to amplify the smarts and capabilities of the people around you.


  • Deal Lifecycle Management: It is imperative to have both a deep knowledge of the end-to-end selling process within education industry or within the enterprise software market. The value you offer is the ability to help the sales team effectively move their deals through sales process (from lead to close), navigate the customer’s buying process, overcome objections and finalize the closure.


  • Critical Thinking: Distilling the business requirements of account executives and sales leaders requires both active listening skills and critical thinking. You need an ability to think 10-steps ahead as you design the perfect training program. The best programs are those you can deliver at scale meeting the needs of many.


  • Accountability: The ideal candidate realizes that sales teams invest only in training that produce business outcomes, and, as such, has a strong sense of accountability in the programs they design and deliver. Everything you do must have an impact on ramp, time to quota, pipeline and ultimately ACV.


  • Influencing Skills: You will also have a personal point of view on adult learning best practices and the conviction to implement them. You understand and align with the requirements of the field blended with global enablement objectives to ensure buy-in and the flawless execution of your initiatives. You will lead with storytelling and thought leadership, along with your distinct point of view.


  • Communication: Perhaps the most important of all requirements are the communication skills—both written and verbal—that allow this leader to motivate and inspire the sales organization to take action. A moderate level of public speaking experience is highly desirable.


  • Humility & Passion: Salesforce is a dynamic working environment that requires an individual who is passionate, inclusive, flexible, open to learning every day and a who has strong sense of humility. At Salesforce.org we win as a team, we celebrate the team, we embrace our differences and we thrive when we collaborate, share and pitch-in to get things done.

Posting Statement


Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.


Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.


Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!




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