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Global GTM Enablement Program Manager
Job Description
As an experienced Sales GTM Enablement Program Manager, will lead the execution of enablement programs designed to improve SUSE sales effectiveness, streamline workflows, and support the adoption of sales technologies and will oversee enablement initiatives aligned to regional enablement plans and go-to-market strategy.
Collaboratively managing global enablement programs supporting the success of our Sales, Sales Development Representative (ISR), Technical Sales (SA) teams, PEs and other SUSE cross-functional teams. You will collaborate closely with stakeholders, including Sales, Marketing, Product, and Portfolio Training, to develop and deliver comprehensive enablement initiatives to boost SUSE revenue-generating efforts.
Focus Areas:
In collaboration with senior management and stakeholders, define the project scope, objectives, and deliverables aligned to SUSE go-to-market strategy. Develop comprehensive, detailed programs, including project plans, schedules, budgets, resource allocation, and risk management strategies for Sales, ISR, PE, MDRs, SA and other cross-functional teams that align with revenue growth objectives.
Monitor and report on project progress, ensuring timely delivery within budget and scope.
Oversee the planning, development, and execution of sales enablement programs to drive revenue growth. This includes managing timelines, budgets, and resources to deliver enablement initiatives successfully.
Provide subject matter and regional expertise to build and deliver SUSE enablement programs and initiatives that are standardised on a global scope and incorporate regional feedback.
Collaborate with sales leaders to design and implement training programs that enhance the sales team's skills, product knowledge, and sales techniques.
Ensure that SUSE sales representatives are continuously supported with relevant learning resources.
Build and deliver skills sessions and provide ongoing coaching to Sales Leaders, focusing on leveraging tools, dashboards, and reports so they can coach sellers.
Driving adoption of tools and processes processes to meet competency requirements and sales goals.
Analyse and refine sales processes across SUSE organisation to remove inefficiencies and ensure collaborative and transparent alignment between sales, marketing, and other departments.
Will proactively access current and ongoing enablement needs, design and implement programs, and measure the impact of the programs on the Sales Excellence and Enablement goals, objectives, strategies and revenue Plans.
Manage the selection, implementation, and adoption of sales technologies and tools (such as Litmos, SalesForce, and analytics platforms) that support revenue generation. Ensure that these tools are appropriately utilised and integrated into the sales workflow.
Work closely with Regional Enablement Business Partners, marketing, operations, product, the global enablement ecosystem team lead, and other departments within SUSE to align sales enablement strategies with SUSE's strategic goals.
Facilitate communication between teams to ensure seamless program execution. Create and maintain sales enablement assets, training, and tools to improve sales effectiveness.
Guide core SKO team members and manage event support & logistics.
Track and measure the effectiveness of sales enablement initiatives using key performance indicators (KPIs) and analytics.
Provide data-driven insights to leadership on program success and areas for continuous improvement. Regularly report the impact of enablement activities against performance and outcomes.
Skills Needed:
A Bachelor's degree in business, marketing, or a related field is often preferred.
5+ years of experience in Sales Enablement, training, or a related GTM role.
Program Management Professional (PgMP) certification, the Certified Project and Programme Management (CPPM) certification, PRINCE1,2 and/or other project management certifications
Experience in sales methodologies and value-based selling, such as Challenger, MEDDPIC CVI or related methodologies
Demonstrated expertise in designing and implementing comprehensive Sales Enablement Programs and a deep understanding of Go-to-market strategic courses with a customer-centric approach towards consistent revenue growth.
Experience in sales methodologies and value-based selling, such as MEDDPIC or related methodologies
Experienced in managing Sales and Sales Enablement tools such as Google Workspace, Salesforce, Outreach, Gong, Articulate or equivalent.
Excellent program management skills with the ability to manage multiple projects and priorities under tight deadlines. A high value is placed on experience managing sales kick-offs or similar large-scale events.
Strong negotiation, communication and collaboration skills with the ability to work effectively with cross-functional teams, including sales leaders, product marketing, and revenue operations.
Ability to analyse data and metrics to measure the effectiveness of enablement programs and use this data to inform sales strategy and decisions
Strong presentation, training, and facilitation skills with the ability to deliver content effectively.
Self-starter with the ability to work independently and prioritise tasks effectively.
The successful candidate will have substantial experience in project management, working with cross-functional teams, and preferably partial experience with sales operations.
A deep understanding of the sales cycle and the tools required to support high-performing sales teams is essential.
Strong leadership and team management abilities.
Mindful of team dynamics, resolving issues or conflicts and supporting team morale.
Manage tasks and time naturally, solve challenging problems, and pay great attention to detail.
Constantly learn and adapt to new approaches and methods, and be flexible by adapting quickly to changing priorities in alignment with SUSE's go-to-market strategic course.
Comfortable with coordinating and collaborating with business teams to drive required decisions and outcomes
Hands-on experience with variable Project management tools.
Ability to handle multiple projects simultaneously and work effectively in a fast-paced environment.
Job
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