Sales Enablement Program Manager

The Sales Enablement Program Manager is responsible for driving the success of the NA SMB sales team, ensuring that sales strategies, enablement, and processes are effectively implemented to meet and exceed company revenue goals, all with a cross-portfolio focus. This individual will collaborate closely with sales leadership, marketing, category, operations, customer success, learning & development and other cross-functional teams to ensure a smooth sales process, high conversion rates, and customer satisfaction throughout the entire sales journey. The candidate will also play a critical role in building a high-performing, motivated sales team by providing leadership, alignment to priorities, and coaching.

Job Responsibilities:

Sales Strategy & Execution:

• Contribute to the development of the sales strategy in alignment with company goals and objectives.
• Go-to-market planning and activation for SMB customer segment
• Tight alignment with Denali Program Office (strategy) and Sales Leadership to implement strategies to optimize sales efficiency, conversion rates, and pipeline growth.
• Develop and support the execution of sales campaigns, promotional efforts, and business development initiatives.
• Analyze market trends and competitor activities to identify new opportunities for growth.

Sales Performance Management:

• Align objectives and KPIs for the sales team to achieve revenue and performance targets.
• Partner with Sales Ops to monitor and analyze sales performance metrics to identify areas of improvement.
• Conduct regular coaching sessions with individual sales reps to drive continuous improvement.

Sales Process Optimization:

• Collaborate with the sales team and NA PMO to streamline and refine the sales process.
• Identify bottlenecks or inefficiencies in the sales cycle and develop solutions to address them.
• Measure and drive adoption of CRM systems and sales automation tools, while sharing opportunities for tooling enhancements.

Seller Productivity

• Align with L&D on sales training programs to improve product knowledge, sales techniques, and customer engagement strategies.
• Equip the sales team with effective techniques to handle objections, close deals, and manage client relationships.
• Mentor and guide new and existing sales staff to enhance their skills and performance.
• Use data and analytics to generate insights and recommend improvements to sales strategies.

Collaboration and Cross-functional Alignment:

• Work closely with marketing, product business group, and customer success teams to align on messaging, go-to-market strategies, and customer pain points.
• Facilitate communication and collaboration between sales and other departments to ensure a seamless customer experience.
• Ensure sales-related escalations are resolved and customer feedback is provided to Customer Experience for enhancements.