Job Description

Role Purpose

The Ideal candidate will assist in the development of a clear end to end sales enablement plan – by role to support the sellers ability to sell the portfolio

• Sales training, including content, process and training events
• Content planning, mapping (what we sell, value propositions, uses cases, case studies), management and analysis i.e. does the content work when used by the sellers
• Sales process, including process performance analytics i.e. sellers know the process and how to operate within it and that we have analytics to focus on the areas that need improvement
• Sales communication – so sellers understand the model and changes as they occur
  Customer engagement tools, processes, and analysis
• Process, tools and training to increase sales efficiency
• Performance analysis related to the above
• Enable the sales organization to better understand our customers and articulate our value by building skills to lead compelling customer conversations.

Expectations / Alignment:

• Works with regional leadership teams to ensure expectations are established and employee’s development plans are created and executed based on competency expectations and priorities within the region
• Regularly interacts with regional management on matters concerning sales and channel partner effectiveness to prioritize ongoing efforts
• Works with global competency/sales enablement team to contribute on definition of competencies and work to regionalize where needed

Competency Delivery:

• Leverage modern teaching strategies, assessment, and instructional technology that best closes the identified knowledge gaps
• Once competency and training expectations are defined, works with Global Sales Competency and Subject Matter Experts to develop, and tailor programs, leveraging vendors where appropriate
• Ensure the appropriate technical and sales skills classes are offered, communicated & executed in AP
• Ensure a tracking process is in place to measure actual execution against expectations
• Lead the AP sales organization down the path of an outcome-based sales organization
  Sales enablement: Ensures sales knows where to go, what to do, and what to say through tools, experiential training and reinforcement
• Provide leadership for sales enablement tools and technology: asset management, sales communication and learning management tools like Noggin, Sales Enabler, Learning Management Center, etc. This includes the launch of new capabilities / platforms and ongoing feedback of these tools / technology