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Field Enablement Manager

Abnormal Security

Abnormal Security

United States · Remote
Posted on Tuesday, March 5, 2024

About You

You have a background in SaaS, and have a demonstrated track record of success in a quota carrying role or strong enablement experience in a high growth software organization. You understand and appreciate the purpose, and application, of a repeatable sales playbook (process) for how to build and execute a sales cycle. You sweat the details, because you know they are the difference between winning and losing.

Despite your past individual successes you value helping and developing others. You enjoy coaching, or teaching, and are as excited about your team, and others, winning as you are about your own individual success. You are data driven, analytical, and believe in the science of sales as opposed to the “trust me, I got this” approach.

In this job, you will bring these skills

  • 5-10+ years in sales, and / or sales supporting role, with demonstrated track of individual success, or development of others; e.g. sales enablement, sales, sales leadership or [potentially] product marketing.
  • You have a deep understanding of value selling. You have been through Force Management, or similar, training and understand the importance and application of MEDDIC, or similar, as a sales qualification framework.
  • You are data driven, analytical, and use data driven insights to drive decision-making; you can give examples of how you have done this in the past.
  • Excellent communications skills including, presenting, editing, and writing as well as accuracy and attention to detail required. You are comfortable both building, and delivering, enablement materials.
  • Experience with presenting, facilitating and delivering both in-person and online training.
  • First-hand experience or deep understanding of selling as a team: leveraging the channel, working with alliance partners, sales development, and marketing partnership for territory development.
  • Experience working in a fast-paced startup (pre-ipo) or growth environment. You have the ability, and thrive, on wearing multiple hats.
  • Can take on multiple projects at a time because you are highly organized, prioritize your tasks, and communicate when you need help.
  • You have an innate desire to help others succeed, and gain a tremendous sense of accomplishment when they do as a result of your work.
  • Strategic thinker that can take broad visions or concepts, develop structured plans, actions, measurable metrics, and then execute those plans.
  • Excellent written, verbal and presentation skills.
  • Excellent time management and prioritization skills.
  • Sales and business acumen with a willingness and capability to learn new software tools and applications quickly and efficiently.

Role Responsibilities + Deliverables

  • Partner with Sales Enablement and GTM Leadership to define and execute enablement across key competencies including Pipeline Generation, Meeting Excellence, POV Excellence, Competitive Acumen, Value Selling and Value Assessments, Negotiation and Legal Acumen.
  • Coach and mentor new hires, and in-seat team members, on GTM and Sales competencies to accelerate GTM excellence, including: PG Excellence, NBM Excellence, Discovery and Qualification using MEDDIC as a framework.
  • Continually monitor, review, and coach new-hires and in-seat team members on the application of GTM skills - meetings, POVs, Qualification, Business Value - through joining / shadowing live calls, and / or reviewing and scoring meetings captured through Chorus.ai.
  • Provide feedback into and help to refine the Learning & Development programs, content, across core competencies required for GTM team members to excel in their roles.
  • Work cross functionally to accelerate our GTM engine by enabling the field on opportunities to better align and partner with the broader team including SDRs, Field Mktg, Channel Partnerships, and other ecosystem partners.
  • Lead sessions within Abnormal University, our internal GTM Development Academy, to ensure GTM team members understand and can successfully apply the knowledge and skills vital to effectively position the business and technical value of Abnormal’s solutions.
  • Work collaboratively with GTM Leadership to identify and prioritize enablement “gaps” including sales plays, product artifacts, competitive information, case studies.
  • Work cross-functionally with Enablement L&D (Programs), Marketing and Product Marketing to help prioritize, build and then deliver enablement materials and training to the field.
  • Partner with operations, and analytics, to identify performance gaps, cultivate opportunities for improvement, and subsequently participate in, and drive programs from, a regular cadence of performance reporting against leading indicators, trends, and observations from the field.
  • Work as a member of the enablement team to expand our real-time enablement paradigm, ensuring the field is receiving just in time best practices, enablement and content based on the concepts of identifying what they need, when they need it and where they want to receive it.

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