Vice President, Sales Enablement at International Data Group, Inc in Needham, Massachusetts

Job Description:

International Data Group, Inc

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


Vice President, Sales Enablement

US--Remote

Job ID: 2024-5618
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.

IDG is seeking a highly motivated and experienced VP of Sales Enablement who will be responsible for supporting the transformation of our sales team to adopt best in-class practices. This position will be a crucial integration role – working across Sales, Marketing, Sales Operations, Sales Support, Sales Development/Training, Product Marketing, Content Marketing, Field Marketing, and Human Resources. Responsibilities include organizing and preparing sales content, managing internal sales communications, coaching new and tenured employees, on-boarding new employees, developing training, sharing enablement best practices, and driving increased sales productivity.

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 account 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

• 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, focused on long-term development of the Sales team including learning journeys based on their role, tenure, and client complexity
• Implement the development, delivery, and training of effective sales playbooks by Field Sales roles in tight collaboration with Sales (especially first-line managers), Sales Operations, and Product Marketing
• Participate in the selection and implementation of technologies to be used by sales teams to increase efficiency and effectiveness
• Regularly engage sales managers and sales personnel to understand the needs of the constituents and build sales enablement deliverables to meet their needs
• Roll out a comprehensive on-boarding program through direct and third-party resources in tight collaboration with sales leadership and human resources
• Conduct an analysis of the current state of sales productivity in conjunction with Sales Operations
• Complete a gap assessment of the sales process 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
• Utilize and leverage sales technology tools for reporting and benchmarking on key KPIs for the role (Ramp time, attrition, productivity, adoption, training compliance)
• Work with sales leadership to analyze Sales and Marketing personnel skills, knowledge, and aptitude to identify strengths and areas for development
• Create and update playbooks based on seller feedback and shifting market demands.
• 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
• Partner with sales leadership and human resources to establish a sales competency and assessment framework to ensure that the needs of salespeople, and their managers, are met
• Provide effective training and understand various sales methodologies
• Deploy and coach/train sales personnel on various sales tools and platforms

Qualifications

• 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 and proven track record required (prior quota achievement)
• 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 which demonstrate constant increases in sales productivity
• Excellent verbal, written, and interpersonal skills
• Ability to operate in a fast moving, team-oriented, collaborative environment with tight deadlines
• Proficiency in using MS Office Suite and Windows-based computer applications

IDG is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status

IDG is committed to paying our team 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 taking into account the experience, education, certifications and skills required for the specific role, equity with similarly situated team members, as well as employer-verified region-specific market data provided by an independent 3rd party partner. Expected salary, dependent upon experience and location is between $258,000 and $350,000 which includes base and bonus (if applicable)

PI249737782

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