Field Sales Enablement – Senior Manager, Salesforce.org

Job description

Job Category

Salesforce.org - Marketing and Industry Strategies

Job Details

Field Sales Enablement – Senior Manager, Salesforce.org

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 education institutions 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 are seeking a highly motivated Sales Enablement professional to help build and deliver Learning, Fast Start and Building Mastery programs for our global sales organization, specifically our global field sales organizations. 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 is passionate about coaching and developing others, is a Sales Rock Star (Top Performer) and a Salesforce “Do My Job” Ninja AND/OR a Field Sales Enablement. This role is all about vision, value, 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 high level of expertise in the area of sales strategy or a metrics-driven mindset. This is a critical skill set needed on the team and will immediately set you apart from other candidates.

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 across all segments and industries.  

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 Field 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 in-the-app training (Salesforce) and 1-on-1 coaching 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 Boot Camp program. 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 nonprofit or the education industry will be highly sought.
- In addition to your sales background, the ideal candidate will also have experience in the Sales Enablement or Productivity 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 the nonprofit and/or 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.

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