GTM Technical Enablement Manager

$131,400 - $131,400/Yr

Abnormal Security - Bodega Bay, CA

Full-time - Mid Level

Bodega Bay, CA

Publishing Industries

About the position

The GTM Technical Enablement Manager is responsible for developing and delivering technical enablement programs for the Worldwide Sales Engineering and Technical GTM teams. This role involves managing curriculum design, facilitating training sessions, and collaborating with various stakeholders to enhance the sales process and ensure the team is equipped with the necessary skills and knowledge to effectively communicate the value of Abnormal Security's products.

Responsibilities

• Develop and deliver the Technical Enablement Program for Worldwide Sales Engineering and Technical GTM team members.
• Manage the end-to-end curriculum design, development, and delivery for Abnormal Sales and GTM technical roles, including onboarding and continuous learning paths.
• Partner with Operations and Field Enablement to facilitate a monthly boot camp program for new hires and presenters.
• Coordinate with Subject Matter Experts to develop sales tools that support the selling process, including demo scripts and Technical Proof Reports.
• Enable and certify GTM organization members on the Abnormal platform, products, and value proposition.
• Help GTM team members understand and communicate compelling stories and attack patterns related to Abnormal Security's platform.
• Support the execution of world-class Proof of Values by Sales Engineers, including technical champion building and business case creation.
• Identify and partner with leadership to remove friction points in the technical sales process.
• Leverage and manage engaging content in CMS, LMS, and other learning tools.
• Measure and report on the effectiveness of technical enablement programs and optimize results.
• Support new product launches by enabling the GTM organization and ensuring product knowledge certification.

Requirements

• Minimum of 5+ years in technical enablement or a mixture of enablement and pre-sales experience.
• Prior experience defining, building, and delivering technical enablement programs at a global scale.
• Experience as a field Sales Engineer or in technical product marketing is strongly preferred.
• Proven ability to analyze markets, products, and competitors to create useful sales tools.
• Experience designing and administering content via various modalities (virtual, in-person, asynchronously).
• Experience designing curriculums across multiple roles and experience levels.
• Experience defining and building certification programs around core competencies of technical GTM roles.
• Solid understanding of the end-to-end enterprise sales cycle and how to enable a technical audience.
• Experience with sales enablement technology and content platforms.

Nice-to-haves

• Strong understanding of SaaS companies and the metrics that drive success.
• Track record of strong project and program management of moderate to large complexity.
• Customer-facing experience with a track record of champion building.
• MBA or other graduate degree is a plus.
• Domain experience in cybersecurity, including email security or adjacent space.
• Experience with Value Selling and Sales/Qualification frameworks like MEDDIC.

Benefits

• Base salary range: $131,400 - $154,600 USD
• Bonus eligibility
• Restricted stock units (RSUs)
• Comprehensive benefits package