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Sales Enablement Senior Manager
| Company | Onbe |
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| Location | Wheeling, IL, USA |
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| Salary | $122000 – $142000 |
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| Type | Full-Time |
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| Degrees | |
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| Experience Level | Senior, Expert or higher |
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Requirements
- 7+ years of experience leading sales teams or sales enablement programs.
- Experience engaging with teams on the buyer journey and end-to-end customer lifecycle to streamline touchpoints and maximize win and retention rates.
- Versed in sales process and sales methodologies such as MEDDICC, Challenger, Solution Selling, and Command of the Message. Experience with qualification methodologies such as BANT and CHAMP a plus.
- Understanding of SaaS sales cycles, sales process, and sales leadership coaching.
- Passion for developing others.
Responsibilities
- Build and scale a comprehensive sales training program, including onboarding, ongoing training, and skills to progress careers. This will include BDRs, Sales Executives, and Account Executives for both pre- and post-sale.
- Accelerate sales enablement program for Onbe, complete with the curriculum, playbooks, battle cards / strategy guides, trainings, and other materials to drive sales success and growth, in close partnership with product and partner marketing.
- Partner with Product and Marketing to design and maintain battle cards, messaging to support value propositions and product offerings, and trainings needed to support the sales process, and deliver a continuous loop of feedback on success and usefulness to drive quality signings.
- Provide sales teams with necessary tools, resources, and collateral to support effective selling, including training on ROI, objection handling, and deal sizing logic.
- Identify and monitor KPI metrics to quantify impact and effectiveness of enablement programs, special events, and sales tools and resources.
- Work with RevOps counterparts to analyze sales performance data and call recordings to identify areas of improvements and implement trainings and programs to improve.
- Design and maintain sales playbooks, ensuring they are up-to-date and relevant. Work with leadership to define account expansion and net new business strategies, identify operational gaps and opportunities, suggest solutions and prioritize initiatives.
- Provide ongoing support and coaching to sales representatives to enhance their effectiveness.
- As needed, support collateral or sales enablement for key partners acting as resellers of Onbe offerings.
- Serve as an internal thought leader on the topic of sales excellence and actively contribute to the organization’s definition of best practices.
- Work with leadership to plan impactful sales events and trainings, taking a lead role in both recommending agenda, curriculum, and content as well as executing logistics and planning.
- Listen to recorded calls, analysis win/loss reasons, and other tactics to determine gaps in the messaging and partner with the Product and Marketing team to evolve/refine collateral.
- Maintain roadmap of training gaps to be leveraged as you plan content for the annual Sales Kick Off (SKO).
- Create and manage the metrics needed to assess the success of content mastery.
Preferred Qualifications
- Experience with qualification methodologies such as BANT and CHAMP a plus.
