Global Sales Enablement Program Manager

Job Title: Global Sales Enablement Program Manager
Department: Sales / Sales Enablement
Reports to: Head of Global Initiatives, Sales Enablement
Location: Lisbon, Portugal

Job Overview:

This Global Program Manager is responsible for developing and executing programs that enhance the skills and effectiveness of the sales team. This role focuses on equipping sales representatives with the tools, training, and techniques they need to improve performance and close more deals. By collaborating with sales leadership and cross-functional teams, the Sales Skills Enablement Manager ensures that the salesforce is continuously learning and growing to meet the company’s goals and objectives.

Key Responsibilities:

• Sales Training & Development:
• Design, develop, and deliver sales training programs that focus on skills development (e.g., prospecting, negotiation, consultative selling, objection handling).
• Collaborate with the sales onboarding specialist on training for new sales hires, ensuring they ramp up quickly and effectively.
• Provide ongoing training programs that help sales reps at all levels improve their performance and stay up-to-date with the latest industry trends and techniques.
• Sales Process Coaching:
• Partner with sales managers to reinforce sales processes, methodologies, and best practices in day-to-day selling activities.
• Conduct skills assessments and gap analyses to identify areas where individual reps or teams need additional coaching or training.
• Provide one-on-one or group coaching sessions, role-plays, and workshops to reinforce learning.
• Sales Methodology Implementation:
• Work with sales leadership to implement and scale sales methodologies (e.g., Challenger Sales, SPIN Selling, MEDDPICC) across the organization.
• Ensure the sales team has a consistent approach to selling, aligned with the company’s sales strategy and customer needs.
• Continuously evaluate the effectiveness of the sales methodology and make adjustments as necessary to improve outcomes.
• Content Development & Delivery:
• In coordination with Product Marketing, create and maintain sales enablement content (presentations, play books, battle cards, cheat sheets) that supports skills development and is tailored to different sales roles.
• Collaborate with marketing, product, and sales teams to ensure content is relevant, up-to-date, and aligned with current offerings and market positioning.
• Utilize various delivery methods, including in-person workshops, virtual training, and self-guided learning resources.
• Performance Tracking & Reporting:
• Develop and track key performance metrics to measure the effectiveness of enablement programs (e.g., ramp-up time, win rates, quota attainment, and skill improvement).
• Analyze training impact and gather feedback to continuously improve the enablement programs.
• Report on the success of skills training and development initiatives to sales leadership and adjust strategies accordingly.
• Collaboration with Sales Leadership:
• Partner with sales leaders to ensure enablement programs align with current business needs and sales objectives.
• Work closely with HR and sales leadership to support career development programs for sales reps, including creating growth paths and progression plans.
• Facilitate communication between teams to ensure training programs are implemented effectively and that the needs of different sales segments are addressed.
• Technology & Tools Utilization:
• Leverage learning management systems (LMS), sales enablement platforms, and other tools to deliver and track training.
• Ensure sales reps are proficient in using sales tools (e.g., CRM, prospecting tools) and understand how they integrate with the sales process.

Qualifications:

Education & Experience:

• 5+ years of experience in sales (enterprise), sales training, or sales enablement.
• Experience in the cybersecurity space
• Bachelor’s degree in Business, Sales, Education, or a related field.
• Proven track record of building and executing successful sales training programs.
• Experience or certification with sales methodologies (e.g., Challenger Sales, CVI, SPIN Selling, Sandler) and tools (e.g., Salesforce, Outreach, Gong)
• Formal change management certification or training is a huge plus

Skills & Competencies:

• Strong understanding of the sales process and the skills required for different stages of the sales cycle.
• Excellent communication and presentation skills, with the ability to engage and inspire sales teams.
• English fluency
• Ability to design creative and impactful training content that resonates with diverse learners.
• Strong coaching and mentoring skills, with the ability to provide constructive feedback and foster development.
• Analytical mindset, with the ability to track performance metrics and adjust training programs based on results.

Key Success Factors:

• Change Management mindset and approach
• Improved sales performance across the team, with higher win rates, faster ramp-up times, increased pipeline, improved sales cycle velocity, and greater quota attainment.
• High levels of sales rep engagement and satisfaction with training and development programs.
• Successful implementation of a consistent sales methodology across the organization.
• Continuous improvement in the effectiveness and efficiency of sales training programs, with a data-driven approach to learning and development.

This job description highlights the role’s focus on developing the skills and capabilities of the sales team while driving measurable improvements in sales performance. It’s ideal for organizations that prioritize continuous learning and development within their salesforce.