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Director, Enablement - Industry Solutions
Salesforce
San Francisco, CA, United States
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Director, Enablement - Industry Solutions - Salesforce.org
Salesforce.org is a nonprofit social enterprise with a mission to empower its community of stakeholders to accelerate impact in a whole new way!
Salesforce.org impacts thousands of organizations and the millions of people they serve by delivering the world's best nonprofit and educational technology solutions at affordable rates. It also inspires employee giving by matching their donations and driving volunteer engagement in the community. And it leverages a unique self-sustaining model to generously re-invest the revenue generated back into the community through strategic grants focused on education and workforce development.
We are seeking a highly-motivated Sales Enablement professional to help build and deliver new and innovative industry solutions enablement programs for our global sales organization. This position requires continuous collaboration with Sales Leadership, Product Marketing, Sales Strategy and other SME teams, as you build and execute your learning programs. In this role, you will create and deliver impactful, engaging and memorable training programs that ultimately result in AE-generated pipeline and closed ACV. Your knowledge and ability to articulate the value and use cases for the entire Salesforce product suite will be critical to your success in this role.
As the majority of our Product Marketing and Sales Leadership teams reside in the San Francisco Bay Area, this role will be based in our San Francisco HQ.
You will develop and manage programs in the following key areas:
We are a Solutions company - those solutions are made up of Salesforce products. You will help us go-to-market with the training, resources and assets that enable our sales team to focus on solution and value while selling a vision. Your knowledge and ability to articulate the value and use cases for the entire Salesforce product suite will be critical to your success in this role.
Our Industry Solutions are focused on three markets: Nonprofit, Higher Education and K-12. You will assist with the development of relevant use cases for our solutions, based on deal wins, customer success stories and research across the sales organization.
You will partner closely with our Industry Strategy team to bring new products (SKUs) to market, those products could be from Salesforce or from our own Product & Technology teams. Based on the complexity of the product will determine the scope of your enablement program.
You will own, manage and deliver a monthly cycle of learning centered around our integrated marketing campaign strategy. These campaigns focus on one solution per month and require a massive cross-functional effort to be successful. You will be critical in the success of this highly visible program.
You will also be the lead on special projects as needed by the executive leadership team.
We are looking for someone that is self-directed, and thoughtful in their approach as they build and deliver one of the most valued and visible programs in the company. The candidate excels in a fast-paced, high engagement environment, and is looking for the opportunity to challenge the status quo as they build a state-of-the art learning program for AEs across all segments.
Responsibilities:
• The Director, Industry Solutions will build, own and manage a growing pipeline of training and development programs for the global sales organization focused on how we bring our value-based solutions and new products to the market via our sales organization.
• Assist with the delivery of the Salesforce.org Boot Camp program. Partner with internal SMEs and Product Marketing to build an impactful program with rich and valuable breakout programs focused on the overall value of our solutions. In this capacity, you will have the opportunity to flex your public speaking, motivational and group facilitation skills to make boot camp highly engaging and memorable.
• Create simulation/role-based/activity-based interactive learning programs that address the goals, needs and learning priorities set forth by the Sales Leadership team.
• Consistently push the boundaries for high levels of interaction that make the learning stick. Continually reinforce how people learn through "doing" and why this is critical to the overall success of the program.
• You believe that "Death by PowerPoint" has no place in the classroom, virtual or otherwise.
• You love playbooks and have created sales tools designed to create or reinforce a consistent deal execution or go-to-market strategy.
• A commitment to seek out public speaking or writing opportunities (blogs) related to the world of sales productivity, training, coaching or career development.
The ideal candidate will come to us with some combination of the following:
• 8-10 years of experience in enablement, sales productivity, sales, consulting, program management, or some mixture of.
• You have a proven track record of success in field readiness, sales productivity, sales training with a minimum of 2-3 years of experience designing, building and delivering training and learning programs at scale.
• You love the detail, find comfort in spreadsheets and are an excellent project manager.
• Those with sales experience in nonprofit or education industry will be highly sought.
• In addition to Sales or Enablement experience, our ideal candidate will also bring a high level of expertise in the area of sales strategy or data-driven decision making roles. This is a critical skill set needed on the team and will immediately set you apart from other candidates.
• You must have a teacher's heart - it's not just about being a rock star at what you do. Teaching and coaching must be in your DNA. It's your ability to teach others with an understanding that we all learn differently. Every program must be built with different learning types in mind.
• Deal Lifecycle Management: It is imperative to have both a deep knowledge of the end to end selling process within the nonprofit and/or education industry or within the enterprise software market. The value you offer is the ability to help the sales team effectively move their deals through sales process (from lead to close), navigate the customer's buying process, overcome objections and finalize the closure.
• Critical Thinking: Distilling the business requirements of account executives and sales leaders requires both active listening skills and critical thinking. You need an ability to think 10-steps ahead as you design the perfect training program.
• Accountability: The ideal candidate realizes that sales teams invest only in training that produce business outcomes, and, as such, has a strong sense of accountability in the programs they design and deliver. Everything you do must have an impact on ramp time, time to quota, pipeline and ultimately ACV.
• Influencing Skills: You will also have a personal point of view on learning best practices and the conviction to implement them. You understand and align with the requirements of the field blended with global enablement objectives to ensure buy-in and flawless execution of your initiatives. You will lead with storytelling and thought leadership, along with your distinct point of view.
• Communication: Perhaps the most important of all requirements are the communication skills-both written and verbal-that allow this leader to motivate and inspire the sales organization to take action. A moderate level of public speaking experience is highly desirable.
• Humility & Passion: Salesforce.org is a dynamic working environment that requires an individual who is passionate, flexible, open to learning every day and a who has strong sense of humility. At Salesforce.org we win as a team, we celebrate the team, we embrace our differences and we thrive when we collaborate, share and pitch in to get things done.