Senior Manager, Sales Enablement & Training, Greater China

Job description

DESCRIPTION

For more than 11 years, Amazon Web Services (“AWS”) has been the world's most comprehensive and broadly adopted cloud platform. AWS offers over 100 fully featured services to millions of active customers around the world—including the fastest-growing startups, largest enterprises, and leading government agencies—to power their infrastructure. Greater China Sales Strategy, Operations & Enablement (SSOE) is a diverse team that supports the Sales, Demand Generation, Inside Sales, Solution Architects, and Business Development teams across China to enable AWS teams to better serve our customers in their journey to the cloud.

We are seeking an experienced Sales Enablement & Training Leader to lead a team of senior Enablement, Training, and Productivity & Readiness leads to support our growing customer facing teams. We are seeking a senior leader who can actively partner with Sales Leader(s) across the Greater China Region to define and execute against our Sales Enablement strategic priorities. This role is responsible for ensuring that our customer facing field teams are trained and ready to have senior customer conversations with our diverse customer base across financial services, industrial, retail, media and entertainment, gaming and automotive customers.

The successful candidate will be a high energy, strategic thinker who can operate in a high-growth, dynamic and fast changing environment. A key focus of this role will be to: 1) improve the speed and quality of our current Onboarding mechanism in an effort to increase the productivity of our new hires. 2) Once our new hires are properly onboarded, this role will be responsible for guiding his/her team through the process of continuous “ever-boarding”, to ensure all field members are properly trained and can demonstrate technical proficiency in our growing portfolio of cloud services offering and solutions. 3) The Sales Enablement team is responsible for ensuring the field sales organization is well-equipped with the right content, training, and knowledge of available resources to have effectively customer conversations with both IT and line of business customers at all levels of our customer organizations. The successful candidate will combine a solid understanding of sales and marketing dynamics with the ability to map field requirements and corporate resources into a comprehensive sales enablement plan. This individual will work very closely with sales leader for each area. The ideal candidate would have several years in Field Sales, as well as experience in Sales Enablement and/or Training & Development and/or Learning & Development. To be successful inside the Amazon Web Services organization, this candidate must have strong written and verbal communication skills.

This senior leader will regularly interface with our China based field leadership team, as well as our WW Enablement & Training organization based in Seattle. This position will also work closely with the several stakeholders supporting the extended GCR Sales organization, such as Business Development, Marketing, Professional Services, Solution Architects, and the Partner team. The individual must have the ability to communicate effectively across multiple technical and non-technical business units, as well as across other geographies. This is a hands-on position, like all positions at AWS, will require a candidate with a start-up mindset. At AWS, a startup mindset indicates that the ideal candidate – no matter what level or seniority-- must be willing to “roll up the sleeves” and get things done.

Key Responsibilities include, but are not limited to:

· Lead a team of Sales Enablement, Training, and Productivity and Readiness Specialists to define, land, and execute the Greater China Enablement strategy
· Perform detailed needs assessments in coordination with the Sales Leadership, Marketing, Services, Business Development, Solutions Architects, Professional Services, Partner team, and Operations. Translate business needs into a sales enablement plan for each sales leader.
· Create, develop, manage, and lead the successful execution of the cross-functional sales enablement programs in conjunction with Sales Leadership, WW Enablement & Training, Product Management, Field Marketing, and HR.
· Plan, participate, and lead Train-the-trainer training activities, including but not limited to: new hire training and on boarding, weekly sales training, sales skills and tools training, executive conversations training, outcome based sales training & more.
· Actively support the WW Enablement & Training initiatives, including the implementation of a “Product Management focused” Enablement & Training organization. Every enablement & training asset that the GCR releases to the Field organization should be thought of as an internal product that should be: properly launched and communicated, and scaled. The team should be gathering input and focused on iterating on these field-facing products, and improving them over time in partnership with the WW team. The GCR team should feel responsible for the lifecycle of the internal product, including the shelving of the product at the appropriate time, and gathering “voice-of-the-field” to get input on new products that should be released in the future.
· Assist in the development of the master plan and calendar for sales enablement activities throughout the year.
· Develop and maintain an effective governance process focused on providing timely and targeted content for sales enablement and continuously improving the field knowledge transfer and learning needs. Partner with the WW Enablement & Training team to land role-based enablement, and ensure that the right enablement lands with the right field members (Account Manager vs. Solution Architect, etc)
· Design and implement metrics to measure enablement and training programs. Measure field impact, effectiveness, appropriateness, and utility. Measure and report on the effectiveness of sales enablement investments, as well as ROI. Regularly share data with GCR Sales Leadership as well as WW Enablement & Training, to help influence and guide future Enablement & Training investments.
· Review and manage the existing content library to determine opportunities to improve the learning experience, ensure the content is current and relevant and best technology is employed.

Desired profile

BASIC QUALIFICATIONS

To be successful in this role, we are looking for someone with:
· Minimum 8+ years of one of the following: Sales Enablement leadership, Sales Leadership experience, Training & Development experience, and/or Learning & Development experience. Ideal candidate has Sales Enablement experience with increasing influence and responsibility.