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Job Category

Program & Project Management

Job Details

About Salesforce

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Salesforce is looking for an Enablement Analyst to support Sales Excellence and join our rapidly growing Global Public Sector Team. The role will report into the Director of Sales Excellence and will be responsible for design, implementation, tracking and process improvement of Global Public Sector employee training with a focus on the Global Public Sector Lines of Business (Government, Education & Nonprofit) in our Asia-Pacific Region.

Role Description
GPS (Global Public Sector, encompassing global government, non-profit and education sales) Sales Excellence works closely with sales leadership and collaborates across operations and global enablement to ensure our selling teams are provided the appropriate GPS training, assets and development opportunities to drive sales success. This is an agile, fast-paced team that embraces innovation and ingenuity to support our evolving business requirements. We are looking for a dedicated, insightful, creative and hardworking individual with great energy and self-driven initiative to support all aspects of sales excellence and training in the Global Public Sector business. This Analyst role will be responsible for both the development, delivery and success of key enablement programs which will drive seller success in our Global Public Sector selling organization. This role will be hands-on facilitating both Global Public Sector and Global Public Sector specific content and programs with responsibilities to maintain intake, collaboration with Operations and Global Enablement, prioritization and execution of necessary activities - while representing the unique Global Public Sector requirements in larger forums.

The ideal candidate will have implicit knowledge and experience in Sales Training capacities (on-boarding, pipeline management, forecasting, deal execution, app rigor, etc), and be familiar with the unique requirements of the Global Public Sector (Government, Education & Nonprofit) organization (compliances, government gifting, etc). Added knowledge in the area of software sales and industry best practices is preferred.

Your Impact
Success will be measured by initiatives outlined in your yearly V2MOM (a very transparent goal setting system which tracks your vision, values, methods, obstacles and measures). As one of the most innovative companies in the world, we are also expected individually to contribute to innovating in any area we work. Finally, we are an Ohana (family) culture organization and look to bring on great people who work well with others and love to celebrate success!

Responsibilities

• Sales Excellence plays a vital role within the Global Public Sector Sales Organization, we incorporate a mix of enablement, communications and stakeholder coordination to maximize the performance of our GPS sales teams. We support this by providing training, assets and development sales teams need to continuously improve and add value to every customer engagement.
• Drive alignment and strategy across Salesforce and GPS-specific programs to help grow the business and increase field productivity at scale
• Align training efforts with key performance indicators, and business outcomes, tracking value and impact such as ramp-up time, productivity, goals & competency achievements
• Collaborate with GTM leadership and Global Enablement to design/enhance and deliver ongoing training programs - coaching, and mentoring to improve sales, success, and support techniques and ensure consistent messaging
• Design and implement comprehensive Global Public Sector enablement programs to equip sales teams with the knowledge, tools, and resources they need to actively engage prospects, close deals, and meet revenue targets
• Design and develop solutions across a variety of modalities (e.g. in-person, virtual, eLearning, videos, on-the-job support, management & mentorship tools)
• Maintain and refresh centralized Sales Excellence training content repositories - specifically for GPS
• Support the Global Public Sector organization in development and execution of the annual Sales Kick Off (SKO) activities
• Consult on tool evaluations and expenditure relative to the area of focus
• This role is able to synchronize the collective efforts of multiple departments; can unlock value whether leading initiatives directly or indirectly; ensures business processes are consistent, scalable, and run efficiently. This person is capable of juggling multiple projects with ease and knows how to drive execution
• The ideal candidate will possess: a growth mindset, compelling communication skills, a data-driven approach and experience with stakeholder engagement

Basic Qualifications

• 1-3 years experience in Sales Training (or similar roles)
• Experience supporting Global Public Sector lines of business including Government, Education & Nonprofit sales.
• Strong understanding of instructional design principles and adult learning theories.
• Proactive, creative and innovative thinker. Must be able to generate consistently new ideas for driving and supporting divisional priorities
• Demonstrated ability to develop engaging presentations and communications for training and educational purposes.
• Excellent communication and collaboration skills, with the ability to work effectively with cross-functional teams with exceptional written and verbal communication skills, with a keen eye for detail and clarity.
• Creative, organized, and process-focused with strong technical competence with strong presentation skills, with the ability to effectively communicate complex ideas to various audiences.
• Strong relationship-builder with the ability to lead and influence in a highly cross-functional, matrixed organization
• Data-driven approach with proven experience using metrics & insights as tools for informed decision-making
• Ability to create and maintain long range business planning tools aligned with evolving organizational priorities
• Develop communication plans and deliver internal communications and enablement to ensure Sales Leaders and extended teams receive the most critical, targeted information they need, when they need it
• Ensure full engagement of teams in relevant enablement actions via ongoing communication and review of results
• Continual engagement with field leadership and individual contributors to assess value of enablement programs and identify areas of improvement within both content and delivery methods

Desired Experience:

• 1-3 years experience in a similar enablement role, sales readiness, marketing or selling roles, in a high tech environment. Combination of these is an advantage with background & experience in the Global Global Public Sector sales being a plus
• Experience within, or supporting, enablement for a cloud-based software sales organization with focus on the Global Public Sector market
• Proficiency in utilizing Salesforce products and tools, encompassing Slack, Tableau, CRM, Mulesoft, and Marketing Cloud.
• Experience driving enablement and communications within a in Software/SaaS sales organization
• Strong technical experience with video editing tools such as Adobe (Premiere Pro, After Effects), TechSmith (Camtasia), and Articulate 360 is a plus.
• Experience with the Google platform and applications, including Google Slides, Sheets, Gmail, Meet, etc.
• Experience and a strong point of view on software sales GTM Methodology – understanding how cross functional groups work together.
• Strong networking, relationship-building, collaboration, communication and influencing skills.
• Strong organizational ability with experience in planning and managing programs through a systematic approach that can scale.
• Demonstrated ability to apply analytical skills into business solutions and to interpret data points into business context.
• Excellent verbal and written communication skills with flexibility and ability to adjust on the fly
• Background & experience in the Global Global Public Sector sales is a plus
• BS/BA Preferred

Preferred Qualifications

• Experience in Global Public Sector sales
• Experience in Global Organizational Support
• Experience in Sales Enablement Support
• Relevant experience with Salesforce products
• Relevant experience with Sales Enablement applications (Highspot, Articulate, Learning Mgmt Systems, etc)

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