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Sales Enablement Program Manager
Position Responsibilities Deltek, the leading provider of software solutions for project-based businesses is seeking a Sales Enablement Program Manager to help execute on team-specific and strategic enablement programs. The Enablement Program Manager will serve as a trusted advisor to their Sales VPs and subsequent sales management teams and will partner with Sales, Sales Operations, Product Marketing, and other departments as needed to proactively identify, design, and implement key enablement programs to help accelerate the sales teams' success. This is an individual contributor role responsible for examining a sales environment for enablement opportunities and constructing creative and modern programs designed to engage salespeople for their development.
Essential Duties and Responsibilities:
The Sales Enablement Program Manager will be responsible for the following:
- Onboarding: Ensure new sales individuals coming into the Enablement Program Manager's supported segmentation (Enterprise, SMB, etc.) have the specific product, industry, tools, process and sales behavior knowledge to be able to ramp, generate revenue and gain market share for Deltek as quickly as possible.
- Knowledge, Skills, and Acumen Training & Coaching: Enable managers and sellers to consistently articulate our value to customers. Examples: Reinforcing our sales methodology, supporting a manager-led coaching program, and driving programmatic efforts to improve our story-telling capabilities.
- Product Enablement: Support Product Marketing with the enablement of sales teams as required based on the company product launch and release calendar. Exact on instrumental practice sessions to ensure sales teams are prepared, ahead of launch/release, to articulate the added or new value and what they need to know, do and say to their buyers.
- Sales Plays: Work with Sales teams, Sales Operations and other business units as required to continually evaluate team and individual performance against annual sales plays. Where enablement opportunities are identified, the program manager will be responsible for designing a program that coaches towards a desired skill or behavior, gaining executive approval, and end-to-end execution of the program; complete with post-program reviews and feedback documentation.
- Tool Training & Adoption: Promote the best possible ROI out of our sales tool stack, by managing the adoption and optimal usage of enablement and productivity tools. Examples: SFDC, learning management system, sales enablement platform and call analytics platforms, where provisioned to the specific sales teams.
- Enablement Calendar: Increase selling time and productivity by participating in the development, communication, and execution of an ongoing enablement calendar, coordinating with other cross-functional Enablement Program Managers, Instructors, and other business units as identified internally.
- Learning & Development: Maximize effectiveness and ROI of training and enablement time, tools, and content. Utilize a variety of training methodologies, techniques, concepts, learning resources, and practices. Example: creating and facilitating engaging in-person or virtual workshops and simulations.
Qualifications
- Bachelor's degree and/or 5+ years of relevant work experience
- Passion for training and enablement with a focus on the sales professional and the customer
- Experience in sales enablement, training, and/or program management
- Experience in designing, developing, and delivering training programs (and related courseware)
- Excellent communication skills (written and verbal) and writing skills
- Ability to thrive and implement change in a fast-paced, unpredictable environment
- Ability to blend creativity and agility with practical project prioritization and delivery mindset
- Adept at project management and cross-functional collaboration
- Excellent time management skills, including working under tight deadlines
- Ability to identify and implement continuous process improvement
- Strong problem-solving and analytical abilities
- Detail-oriented and organized
- Can work independently and on teams (including coordinating work among teams)
- Proficiency in Microsoft Office suite
- Experience and successful performance in a quota-carrying selling role are strongly preferred
- Knowledge of selling strategies and best practices in technology sales is strongly preferred
- Knowledge of Salesforce, SalesLoft, and LinkedIn Sales Navigator is a plus
Company Summary As the leading global provider of enterprise software and information solutions for project-based businesses, Deltek helps organizations of all sizes maximize productivity and revenue. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress. www.deltek.com EEO Statement Deltek, Inc. is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status. E-Verify Statement Deltek, Inc., utilizes the E-Verify program with every potential new hire. This makes it possible for us to make certain that every employee who works for Deltek is eligible to work in the United States. To learn more about E-Verify you can call 1-800-255-7688 or visit their website by clicking the logo below. E-Verify is a registered trademark of the United States Department of Homeland Security. |
Deltek, Inc.
August 17, 2022