Head of Global Sales Enablement
Marketing
, United States
Position Summary
The Head of Sales Enablement is responsible for the development and dissemination of selling tools, collateral and training to drive incremental sales productivity.
The position requires the ability to understand business needs, design, roll out and measure programs that deliver on business outcomes and support the Sales and Marketing strategy.
The successful candidate will also need to act as a key business partner for stakeholders across the organization, such as Sales leadership, Product Management, Channel and Sales Operation enable the Sales Enablement team members to collaborate closely with key functions to deliver programs and play a leadership role within the Marketing team. Success Metric includes Pipeline conversion and velocity, Time to new-hire productivity, Sales asset utilization Training completion by sales roles, Quota attainment across salesforce, Tenure and turnover of field force, Win/loss rates and Field feedback.
Key Areas of Responsibility
- Create a competency model for field/inside sales forces, as well as other supporting roles.
Create, select, deploy, manage, and measure sales training programs (including classroom, workshop and online).
Liaise with product/solution marketing as it creates and distributes content to various sales resources.
Manage external vendors and suppliers of enablement-related training and tools.
Develop, deploy, and manage the organization’s sales methodology program.
Leverage first-line managers as agents of enablement.
Support corporate and sales strategies and objectives.
Ensure that sales are prepared to effectively sell against the competition.
Integrate sales methodology and content usage within the company’s sales force automation application.
Manage the sales content portal.
Coordinate and manage sales communication strategy and field delivery
Stay informed on cutting-edge tools and technology that may be leveraged to improve sales productivity
Set and manage the sales enablement budget.
Programs manage the agenda and content for Sales Kick-Off.
Collaborate with key functions to ensure the value messaging framework is up to date and adopted across functions.
Evaluate and report on learning impact inclusive of managing the collection of the appropriate information and the analysis required to validate learning outcomes and adjust programs as required. Measurement should include activity performed, learning/development delivered, program quality, program adoption by sales, impact of learning/development on selling outcomes.
Minimum Requirements
- Bachelor’s degree required, Master’s degree/MBA a plus.
- Seven or more years of sales/sales management experience.
- Product marketing/field marketing experience strongly desired.
- Experience with Command of the Message & Sale sales methodology desired.
- Strong knowledge of sales effectiveness (skills/ knowledge training).
- Training/education/consulting.
- Strong presenter, both in person and virtually.
- Ability to leverage data.
- Great at cross-functional collaboration balancing the needs of different stakeholders.
- Program and Project management skills - Highly organized, proactive and structured approach.
- Proven leadership skills and records including coaching and teambuilding.
The anticipated annual base salary range for this position is $180,000 – $225,000. The salary offered will be determined based on the candidate’s experience, knowledge, skills, other qualifications, and location.
Our Company:
Imperva is an analyst-recognized, cybersecurity leader—championing the fight to secure data and applications wherever they reside. Once deployed, our solutions proactively identify, evaluate, and eliminate current and emerging threats, so you never have to choose between innovating for your customers and protecting what matters most. Imperva—Protect the pulse of your business. Learn more: www.imperva.com, our blog, on Twitter
Rewards: Imperva offers a competitive compensation package that includes base salary, medical, flexible time off and more. It’s an exciting time to work in the security space. Check out our products and services at www.imperva.com and career opportunities at www.imperva.com/careers
Legal Notice: Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law. Principals only please. Imperva is not adding any new agencies currently. Agency resumes are not accepted and will be considered unsolicited resumes that are not subject to placement fees.
#LI-Remote
#LI-VL1
