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Senior Director, Sales Enablement

Company: Vector Solutions
Location: Arlington
Posted on: November 19, 2021

Job Description:

Description: At Vector Solutions, it is our distinct privilege to serve the everyday heroes who serve others - the engineers who keep our buildings safe, the manufacturers who make the products we use every day, the first responders who protect us, and the educators who take care of our children. Through our award-winning online education, safety compliance, and performance optimization solutions, our mission is to change the world by saving lives, inspiring professionals, and elevating performance.We believe in fostering a positive workplace culture that attracts talent, drives engagement, increases performance, and invests in employees' happiness and satisfaction.So, if you're innovative, passionate about what you do, and driven by the need to push boundaries in order to serve the everyday heroes that serve all of us, then search for your forever career with us at Vector Solutions.Vector Solutions is an Equal Opportunity Employer and does not discriminate against applicants on the basis of race, color, creed, religion, ancestry, age, sex, marital status, national origin, disability or veteran status.Why you will love working at Vector Solutions:

  • Friendly, open, and casual work environment (ditch the suit & tie)
  • Comprehensive, quality benefits package effective first of the month following your date of hire
  • Matching 401(k) retirement plan
  • Healthy work-life balance with flexible work arrangements and generous time off
  • Educational assistance available for all employees
  • Generous referral incentive program
  • Company social events
  • Philanthropic opportunitiesHead of Sales Enablement - a key strategic leader in the CRO organization responsible for accelerating the sales performance of sales teams.ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
    • Training, development, and success improvement of customer-facing teams
    • Partnering cross-functionally with Product Marketing, Sales/Account Management, Customer Success and HR teams for building and overseeing onboarding and ongoing training programs that develop and retain sales talent
    • Ensuring the development and accessibility of the right sales and product enablement content
    • Gathering and leveraging data to inform continuous improvement while revealing individual coaching opportunitiesOTHER RESPONSIBILITIES
      • Design the overall charter of the Sales Enablement team and lead execution of this charter, working cross functionally to fill in gaps while we build out further parts of the team
      • Ensure customer-facing teams have right tools and skills to maximize their performance (content, training, and knowledge to effectively position our solutions to customers and do their jobs effectively/efficiently)
      • Ensure new hire customer-facing team members ramp to productivity quickly through a structured, world-class onboarding program
      • Ensure ready access of the right content by the right customer-facing teams at the right time, in the right place in the customer journey and that teams are well versed in content and messaging (both for existing products and new product launches)
      • Create and manage training content for new customer-facing team members (both quota-carrying reps and supporting roles such as SDRs, SEs and CSMs)
      • Ensure we have regular cadence of ongoing training to our teams on both solutions as well as core selling skills and tech skills (e.g., how to use key systems)
      • Develop the learning journey to support career development, from progression through customer-facing individual contributor roles of increasing responsibility through to management roles
      • Update training and coaching based on data-driven performance insights
      • Develop measures of success and frameworks for regular management (time to first sale, ramp to productivity, what content works/doesn't, etc.), ensuring we have a clear understanding of the effectiveness of our Sales Enablement investments
      • Build and deploy new sales plays based on voice of the market/customer - driving end-to-end sales motions that maximizes success
      • Assess skills, knowledge of customer-facing teams on an ongoing basis and identify enhancements to enablement programs to drive sales velocity and conversion at each step of the buyer journey
      • Continuously reinforce the Vector sales methodology
      • Partner with leadership across Sales, Product Marketing and other GTM teams to build a culture of Sales Enablement across Vector, fostering a tight feedback loop to ensure continuous improvement in our enablement efforts
      • Oversee key sales enablement and coaching tools (e.g., Gong) and suggest new investments to enhance performance of our customer-facing teams
      • Create mechanisms to share best practices, leveraging insights from Gong. Requirements:
        • High degree of attention to detail; highly analytical
        • Critical thinker with a results-driven mindset
        • Master communicator - ability to articulate and deliver ideas across mediums (oral, visual, written, etc.) and listen to feedback of others in the name of our collective success
        • Hands on leader; willingness to roll up sleeves to get the job done
        • Strategic thinker with ability to drive development of enablement strategy to help us achieve revenue growth goals
        • Leveraging data and financial/business acumen to thought lead revenue plan development and the building of tactics for execution
        • Excellent change, program, and project management skills
        • Ability to lead cross functionally without direct management oversightEDUCATION AND EXPERIENCERequired
          • Master in both the art and science of a great sale; keen understanding of the SaaS sales process and the SaaS buyer journey(s)
          • 10 years+ experience in either (a) Sales Enablement leadership, Field Sales Training, or similar role in a company with at least 100 customer-facing roles; and/or (b) similar experience in a GTM consulting / advisory role
          • Experience successfully building and leading a Sales Enablement team
          • Preferably has a background in sales or sales leadership
          • Prior experience as an AE, Sales Manager or other customer facing quota carrying role a plus
          • Expert in Sales Enablement tools and one or more sales methodologies
          • Understanding of the needs of a Sales org and experience building right content
          • Experience developing sales plays/playbooks
          • Experienced trainer and coachPM21


Keywords: Vector Solutions, Arlington , Senior Director, Sales Enablement, Executive , Arlington, Virginia

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