Vice President, Sales Enablement

$258,000 - $350,000/Yr

International Data Corporation - Needham, MA

Full-time - Senior

Remote - Needham, MA

Merchant Wholesalers, Durable Goods

About the position

The Vice President of Sales Enablement at International Data Group (IDG) is a pivotal role responsible for transforming the sales team by implementing best-in-class practices. This position involves collaboration across various departments including Sales, Marketing, and Human Resources to enhance sales productivity through effective training, onboarding, and the development of sales content and playbooks. The role is fully remote and requires occasional domestic travel.

Responsibilities

• Establish metrics and objectives for Sales Enablement and make recommendations for increasing sales productivity
• Develop and manage a 12-18 month Sales Enablement and curriculum roadmap
• Implement the development, delivery, and training of effective sales playbooks
• Participate in the selection and implementation of technologies to be used by sales teams
• Regularly engage sales managers and sales personnel to understand their needs
• Roll out a comprehensive onboarding program in collaboration with sales leadership and HR
• Conduct an analysis of the current state of sales productivity
• Complete a gap assessment of the sales process and customer buying process
• Utilize sales technology tools for reporting and benchmarking on key KPIs
• Work with sales leadership to analyze skills, knowledge, and aptitude of Sales and Marketing personnel
• Create and update playbooks based on seller feedback and market demands
• Help create a development program for frontline managers
• Partner with sales leadership and HR to establish a sales competency and assessment framework
• Provide effective training and understand various sales methodologies
• Deploy and coach/train sales personnel on various sales tools and platforms

Requirements

• BS/BA Required; Masters or MBA degree preferred
• Minimum of 14 years of sales/sales operations/sales enablement experience with global B2B organizations
• Direct Field Sales and Field Sales Management experience with proven track record
• Experience creating and implementing successful sales process/methodology/sales playbook initiatives
• Experience building effective field sales onboarding and sales training programs
• Experience with CRM (such as Oracle/NetSuite, Salesforce) and sales enablement platforms (such as Seismic)
• Ability to create and track metrics demonstrating increases in sales productivity
• Excellent verbal, written, and interpersonal skills
• Ability to operate in a fast-moving, team-oriented, collaborative environment
• Proficiency in using MS Office Suite and Windows-based computer applications

Nice-to-haves

• Experience with sales technology tools
• Familiarity with various sales methodologies

Benefits

• Competitive salary range between $258,000 and $350,000 including base and bonus
• Discretionary bonuses and incentive pay
• Equitable pay based on skills and experience
• Remote work flexibility
• Comprehensive onboarding and training programs