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VMware

Commercial Sales Enablement Consultant

Staines, GB
Full Time
Posted 1 week ago

VMware

About the position

Do you strongly believe in being a trusted advisor to your stakeholders? If yes, we would love to hear from you. The role of Commercial Sales Enablement Consultant requires close collaboration with the local and EMEA Commercial Sales Leadership team; partnering to design and develop programs, content and strategies to target role-specific sales skills, acumen and effectiveness of the EMEA Commercial Sales Team; ensuring they hit their fiscal revenue targets across a Digital Transformation landscape of customers and partners.

The Key Responsibilities For The Position Include

  • Act as a primary thought leader and enablement partner for the head of Commercial Sales EMEA
  • Based on the EMEA Commercial sales priorities and objectives, understanding their business challenges and strengths- design an annual and quarterly enablement plan
  • Partner cross-functionally with other routes to market, and customer-facing functions, to tackle new markets
  • Evaluate, validate and support the EMEA Commercial sales team growth and aptitude by refining sales competencies, behaviors and skills for their role
  • Work proactively and collaboratively with the global enablement team to influence and then implement enablement programs and content; to support an 80/20 approach to drive scale and simplicity
  • Design, manage and deliver the successful execution of role-based enablement plans
  • Provide input into the creation and rollout of new programs and initiatives
  • Collaborate with the EMEA ValueSelling/VMware Selling Coach to reinforce the sales methodology skillset by leveraging data and results of applying the methodology; driving visibility to correlation of methodology to sales success
  • Design and facilitate large annual Commercial Enablement event
  • Design and provide input to the Commercial Enablement sessions at the annual Worldwide Sales Kickoff
  • Collaborated globally with your peers in other GEOs to share best practices, lessons learned and solutions for ramping time to quota, growing bigger deals
  • Target early stage sales skills such as prospecting, qualifying, negotiation, propensity modeling and upselling
  • Support the ongoing professional development of all sales team members in line with a clearly defined career track, utilizing a combination of coaching, training and mentoring techniques
  • Provide Activity & Outcome reporting to Sales leadership both locally and in the GEO
  • Review and editlocalized training materials when required
  • Reinforce and ensure the tactics of Value Selling are being leveraged in day to day business.
  • Provide performance consulting to sales stakeholders via review and understanding of best practice sales methodologies
  • Act as a champion for local program requirements while being a partner for global programs, scalability and optimization where it benefits the business
  • Stay abreast of industry trends in learning, selling, technology sales and sales skills

Key Deliverables;

  • An annual enablement plan, with budget and outcomes clearly identified
  • A quarterly review and updated plan to meet short- and long-term learning objectives- tied to sales outcomes
  • Reports on participation / achievement completion of agreed on sales programs.
  • Conduct pain point analysis with sales leadership to design enablement programs to impact business challenges and break down complex problems in a simplified way.
  • Conduct training and communications surveys to measure effectiveness
    Identify, develop and execute enablement interventions to targets specific skill gaps
  • Actively design a plan to support participation and coaching of First and Second Line sales Managers
  • Proactive management of enablement to support product and solution launch initiatives
  • Represent global programs at a local stakeholders and leadership level meetings
  • Provide feedback at regular intervals on Commercial Segment needs for EMEA to global and cross-functional stakeholders
  • Assess business performance relative to targets using operational, system and process data and metrics
  • Take the lead in providing the necessary learning path for new hires to be successful as well as monitoring ongoing progress of the new hire.
  • Define and drive Commercial Sales enablement best practices with peers in other GEOs

Qualifications

  • Minimum of 5+ years of professional work experience in sales, presales or sales training
  • Thoroughly understands Business to Business selling process
  • Demonstrated experience and success in a solution selling environment and/or software environment
  • Conversational and business conversational English + one other EMEA languages a plus
  • An eye to organizational and professional growth
  • A student of sales skills and learning tactics
  • Training delivery and/or facilitation experience
  • Excellent communication skills, high impact & high energy sales training style, generating and sustaining engagement with your audience
  • Strong interpersonal skills; enjoys working with others in a collaborative manner. Bringing a team player into the team will be an essential component
  • Passion for excellence and high quality in the finished product; attention to detail is critical to success
  • A consultative approach to the role and ability to work cross-functionally