Job Description:

International Data Group, Inc

Equal Employment Opportunity/M/F/disability/protected veteran status


Senior Director, Global Sales Enablement

US--Remote

Job ID: 2024-5787
Type: Regular (Full Time)
# of Openings: 1
Category: Sales
IDG

Overview

International Data Group (IDG) is a global leader in technology media, data, and marketing services. With a rich history spanning over five decades, IDG and its businesses have been at the forefront of every major shift in the technology market, providing critical insights for tech suppliers and buyers. Our vision is to make the world a better place through technology. Through our global brands, IDC and Foundry, we offer proprietary data, innovative platforms, and trusted content.

Join us at IDG as we embark on an exciting organizational transformation! We are seeking a dynamic Senior Director of Global Sales Enablement to lead the development and execution of a world-class, customer-centric enablement function. This pivotal role will be instrumental in establishing an Enablement Center of Excellence, focusing on key areas such as sales methodology, sales coaching and training, communication, and enablement programming.

The Senior Director of Global Sales Enablement will lead and implement key initiatives focused on building a customer centricity approach to boost sales productivity and enhance the skills of our sales team. This includes developing and managing sales content, ensuring it is organized and readily accessible, and overseeing internal sales communications to ensure alignment and clarity across the team. Additionally, this role involves providing coaching and training to both new hires and experienced sales staff, designing and executing onboarding programs for new employees, and developing and sharing best practices in sales enablement to drive continuous improvement. To be successful in this role, you must possess a positive, engaging, and goal-oriented management style and must be comfortable working in a dynamic environment with cross-functional teams.

This role can be based 100% remotely for an approved US location. Travel requirements of 1-2 domestic work trips per quarter.

Recruitment Fraud Notice: IDG/IDC/Foundry would like to inform you that we conduct our formal communications via corporate email, our Applicant Tracking System iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank accounts or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.

Responsibilities

• Integral part of building and developing solutions selling skills across the organization, focused on ever-boarding development of the Sales team including building customer centricity approach based on their role, tenure, and client complexity.

• Support in establishing key strategies for IDG Sales Enablement in building a COE and make recommendations for increasing sales productivity within the sales organization.

• Conduct regular gap analyses of the sales and customer buying process to evaluate what skills, knowledge, processes, and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes

• Led the development and creation of robust, impactful content and training that drives engagement and adoption within the sales organization.

• Conduct and provide hands-on effective training and understand various sales methodologies

• Implement the development, delivery, and training of effective sales playbooks by sales roles in collaboration with Sales (especially first-line managers), Sales Operations, and Product Marketing

• Utilize and leverage sales technology tools for reporting and benchmarking on key KPIs for the role (Ramp time, attrition, productivity, adoption, training compliance)

• Create and update content based on seller feedback and shifting market demands, including case studies competitive info, sales playbook, and product collateral.

• Help create a development program for frontline managers to ensure each is equipped with the skills, knowledge, processes, and tools required to lead their sales teams effectively

• Provide inputs and support in developing a comprehensive onboarding program through direct and third-party resources in tight collaboration with sales leadership and human resources.

• Partner with sales leadership and human resources to establish a sales competency and assessment framework to address any readiness gaps, conduct ongoing needs assessments, and deliver targeted programs in coordination with the broader go-to-market team.

• Deploy and coach/train sales personnel on various sales tools and platforms

Qualifications

• Minimum 12+ years of sales enablement experience for Enterprise selling with global B2B organizations.
• BS/BA Preferred.
• Highly analytical and proven track record of driving process down through the sales organization and up throughout the sales leadership and executive management.
• Proven experience with creating and implementing different sales enablement methodologies (such as Challenger, Sandler, Force, and Value Selling) and playbook with the ability to adjust training techniques to accommodate various learning styles.
• Experience in developing and creating content that is robust, engaging, and impactful for training and enablement.
• Experience identifying gaps in sales effectiveness, creating comprehensive recommendations, and implementing strategies to optimize the performance of the sales organization.
• 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 that demonstrate constant increases in sales productivity.
• Ability to operate in a fast-moving, team-oriented, collaborative environment with tight deadlines and navigate through complex scenarios to drive adoption and execution.
• Proven track record of strong leadership and managing effective teams.
• Highly organized and detail-oriented with a natural inclination for planning strategy and tactics.
• Excellent verbal, written, and interpersonal skills.
• Proficiency in using MS Office Suite and Windows-based computer applications.

This role can be based in an approved US remote location.

At IDG we are committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between $212,000 and $235,000 and is inclusive of base salary and variable compensation (if applicable).

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