Sales Enablement Manager

Sales Enablement Manager

Purpose

Reporting to the SVP Sales, the Sales Enablement Manager will be responsible for developing and executing robust onboarding and training programs for the global sales team, as well as overseeing and optimizing sales processes and tools. This role requires designing and delivering training materials, including manuals, videos, and online modules, to ensure comprehensive and continuous learning. They will also stay current with industry trends to keep both training and tools relevant and effective. Additionally, the Manager will streamline sales processes to enhance workflow efficiency, eventually manage a small team within the sales enablement department, and support innovative problem-solving and process improvements. Ultimately, the role aims to enhance sales productivity and effectiveness by providing exceptional training, tools, and process improvements.

Primary Responsibilities

Sales Systems & Technology (Salesforce, CPQ, etc.)

- Own the roadmap and day-to-day operations of Salesforce, CPQ, and integrated sales tools (as Acrobat Sign, CPQ, ZoomInfo, SharePoint, and other internal tools).
- Ensure Salesforce and CPQ are optimized to support sales workflows, quoting accuracy, and customer lifecycle visibility.
- Acts as a trusted advisor to sales leaders, leveraging data and analyses to land business insights and scale the business.
- Conduct sophisticated and creative analysis of sales data and translate the results to actionable deliveries, messages, and presentations.
- Helping with forecast reports, accuracy report and working with new applications that help improve how we use salesforce, etc.
- This will require completing Salesforce Admin training and certification.
- Stay informed of new Salesforce enhancements and capabilities. Assess how the new features can potentially benefit our processes and user experiences.
- Assist the Sales Organization to utilize Salesforce and other tools such as Acrobat Sign, CPQ, ZoomInfo, SharePoint, and other internal tools.
- Run reports and dashboards to measure sales activities (KPI, Forecast, "Gross" and "Net" Bookings), opportunities and overall performance to analyze and identify opportunities for process, system and training improvements by individual/team.
- Utilize Salesforce, LinkedIn Learning and other tools to measure the impact of training sessions.
- Perform Administrative functions within the Salesforce CRM for the Sales Enablement Director and Senior Leadership Teams. i.e.: User Management, licenses management, roles assignments, etc.

Sales Process & Efficiency

- Define and continuously refine the sales process from lead to order, including opportunity management, forecasting, and pipeline hygiene.
- Align workflows across SDRs, Account Executives, SDMs, and Channel teams.
- Develop and maintain sales playbooks, rules of engagement, and operational policies.
- Lead cross-functional initiatives to streamline handoffs between Sales, Finance, Marketing, and Service Delivery.

Reporting, Forecasting & Analytics

- Build and maintain dashboards and reporting for pipeline, forecast accuracy, win/loss, bookings, and quota attainment.
- Deliver actionable insights to sales leaders and executives for better decision-making.
- Lead territory planning, sales segmentation, and compensation plan modeling.

Onboarding and Ongoing Training

- Deliver Onboarding, and Host ongoing training sessions at an exceptional level using group delivery, 1:1 coaching, practice sessions, executive briefings, product demonstrations (with internal and external partners), roll-out workshops and synchronize virtual delivery/facilitation for the global sales team
- Design, create and deliver/implement training plans, manuals, videos, online learning modules, and training materials (including documentation) for onboarding and ongoing training programs for Account Executives, Service Delivery Managers, Pre-Sales Architects, Solutions and Sales Managers
- Stay apprised of industry trends relating to technology and training methodologies to continuously revise training programs to ensure course material reflect product features, meet new training requirements and keep technical information up to date.
- Creating and maintaining Sales Department policies, procedures, training manuals and sales- related resource materials
- Researching and analyzing data to generate reports
- Interact closely with sales team members to assess needs and gauge interest in, new and existing training programs. Assess training needs through surveys and interviews with employees, consultants/partners and managers.
- Develop criteria for evaluating effectiveness of training activities (may include administering tests) and engaging SMEs/Technical experts as required. Complete performance evaluation surveys following training activities.
- Coordinate creation and distribution of sales collateral and/or product/marketing materials with internal teams.
- Perform administrative tasks such as monitoring costs, scheduling classes, setting up systems and equipment, and coordinating/recording attendance.
- Develop individualized learning plans through the analysis of workflows and necessary product/process competencies compared to existing skill sets by role. These would include learning objectives, learning events, metrics for success, delivery method and appropriate schedule by role.
- Contribute to a positive, professional, respectful, and cooperative environment with colleagues in Sales and all other functional areas of Centrilogic.
- Contribute and Support the Centrilogic Learning Culture
- Support the SVP Sales / Chief Sales Officer with ad-hoc projects as necessary.
- Act as a liaison between Sales teams and other org units such as Operations, Finance, Marketing etc.
- Support End of Life, Price Increase, and other initiatives to support the business on a need's basis.
- Provide operational and administrative support to Account Executives for complex tasks or exceptions related to internal processes.
- Support the Sales Enablement Director with the project management of the Sales Kick-offs, presidents club and other events for the sales organization.

Required Experience & Skills

- Strong communication skills, with the ability to communicate effectively at all levels. These include active listening skills and facilitation of positive outcomes.
- Demonstrated ability to complete assigned work on time, raise workload issues and provide appropriate status updates.
- Minimum 5 years of experience working closely with clients, sales or as a project manager in Information Technology, Data Centers, IT managed services, Hosting and/or Software Development
- 3+ years proven experience estimating work effort and general timelines for small to mid-size projects.
- College or university degree in Business, Communications, Human Resources or Education.
- Experience with Salesforce required, and Salesforce Administrator certification is preferred.
- It is expected that the candidate will obtain its Salesforce Administrator certification within 12 months in the role.
- Excellent written and verbal communication, time management, prioritization, organizational and problem-solving skills
- Highly accountable with strong negotiation skills and the demonstrated ability to establish and maintain effective working relationships, internally and externally
- Ability to work independently with minimal supervision/direction.
- Technology industry experience preferred.

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