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Senior Director, Global Sales Enablement

Location: 

Reston, VA, US

Req ID:  1737
Level of experience:  Management/Sr. Management
Remote:  Yes
Travel Required:  0%-25%

Employee Type:  Full - Time 

 

 

 

At Ellucian, we’re motivated by a mission. Higher education is facing profound change. Shifting demographics and cultural perceptions, combined with declining support and rising expectations, are forcing colleges to do more with less. That’s where we come in. As true believers in the power of education to transform lives, we’re dedicated to helping all our customers thrive—not just survive—in these challenging times by transforming their institutions from the traditional paper-based colleges of yesterday to the agile, connected campuses of today. From cloud solutions built on world-class infrastructure to powerful analytics that drive successful planning, we lead the industry in building enterprise-class solutions tailored to institutions around the world.

Our passion and commitment for learning and continuous improvement drive us internally, too. From professional development to flexibility and work-life balance, we give our global employees the tools they need to succeed so we can all grow together.

Sr. Director, Global Sales Strategy and Enablement

 

LOCATION: Reston VA, Malvern PA, Remote

 

SCOPE OF ROLE:

The Sr. Director, Sales Enablement is responsible for the strategy of all ongoing education and development of the Ellucian global sales organization to ensure the sales team has the knowledge and skills they require to successfully and efficiently sell Ellucian offerings and deliver value to clients and prospective buyers while achieving revenue goals. The role is expected to own, identify and manage the strategic plans for sales development and enablement inclusive of: training activities, workshops, internal materials, comprehensive programs aligned with Ellucian’s sales organization needs and objectives. This role also sets the priorities for training and development initiatives, designs engaging and interactive training programs, and measures the effectiveness and impact of delivered enablement.

 

AREAS OF RESPONSIBILITIES:

  • Works with Sales Management, Sales Operations, Product, Marketing, and Services to develop and implement strategies and programs to improve the quality and quantity of sales activities during each stage of the sales process.
  • Partners with Sales Operations or review data, processes, methodology, and forecasting to ensure enablement work is focused on driving sales velocity and productivity in alignment with the business requirements.
  • Leverages Product Marketing materials and ensure field readiness through influencing the positioning and material development cycles and delivery of sales training materials.
  • Oversees the development and delivery of sales enablement strategy, programs, curriculum and procedures.
  • Manages the Sales Enablement team to execution and delivery of training from a global and regional standpoint.
  • Drives the direction of enablement from an effectiveness and engaging, modern POV that supports the learning style required for sales. This includes real examples, knowledge sharing, multiple medias and delivery approaches.
  • Manages Sales onboarding for various sales roles with the objective of reducing ramp up time and increasing productivity.
  • Partners with Sales Leadership to optimize and deliver the content, agenda, and logistics for the annual sales kick-off, quarterly enablement programs/sales bootcamp, and additional L&D initiatives.
  • Recommends new operational processes and enablement programs to fill competency & skill gaps.
  • Delivers sales presentations and training to senior management, sales organization, and other internal functions as appropriate.
  • Leads the enablement team and sets the overarching direction for sales enablement and priorities.
  • Improve and facilitate all enablement programs, curriculum, and content designed to build a strong foundation and maximize sales effectiveness through consistent revamping and maintenance of the training curriculum to cover how Ellucian sales and resellers sell products and services, sale activities, sales methodology, sales tools and skills development
  • Determine the areas of training programs that require certification, testing or other testing methodologies to support objectives for the company's new and existing sales professionals
  • Maintain a log of training records, statistics, certifications and metrics across entire global sales organization and implement review processes with sales leadership
  • Manage a regular calendar of sales enablement events for relevant knowledge sharing and updates
  • Utilize training methodologies, techniques, concepts, learning tools, and practices to ensure maximum effectiveness of enablement program in support of sales development
  • Audit sales calls and meetings to analyze reps’ acumen and identify areas for improvements
  • Manage and maintain the sales enablement content repository and build out of internal tools as needed
  • Assist, organize and/or help to facilitate critical sales events (based on business need at that time)
  • Other sales operations and support activities as required

 

 

 

SKILLS & EXPERIENCE:

  • Bachelor Degree qualified or equivalent, marketing or sales qualification
  • Minimum 4 years’ experience in field sales
  • Minimum 2 years’ experience in sales training
  • Stakeholder management skills, with exceptional communication skills
  • Good track record of delivering results and working towards targets
  • End to end project management
  • Proficient in the use of Microsoft Office, including Outlook, Word, PowerPoint and Excel.
  • HR Software industry experience/knowledge desirable.

 

PERSONAL ATTRIBUTES:

  • Highly organized with exceptional eye for detail
  • Ability to work collaboratively and build strong cross functional relationships
  • Resilient and positive
  • Takes a strategic approach to work
  • Self-motivated and proactive
  • Open and inquisitive mind
  • Thrives in fast paced, deadline-driven working environment
  • Passion for the VP purpose and mission

 

 

MEASUREMENTS/METRICS:

  • Improvement in conversion rates within each stage in the sales funnel
  • Time to productivity for new hires
  • Effective training delivery – survey feedback, knowledge retention metrics, and certification achievement

 

 

#LI-HO1

Ellucian provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Ellucian complies with all laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.  Ellucian expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Ellucian employees to perform their job duties may result in discipline up to and including discharge.


Nearest Major Market: Washington DC

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