About the Role
The sales enablement manager will be responsible for deploying programs and initiatives that enable customer-facing teams to execute the core-aspects of their jobs more effectively, especially as it relates to selling, customer success and ultimately customer outcomes

The role of the sales enablement manager and its accompanying responsibilities will likely vary on a day by day basis as the organisation continues to grow and evolve. The role holder will therefore need to be comfortable with ambiguity, be a self-starter, love process design and implementation and thrive in an environment to improve efficiency, effectiveness, and general sales productivity.

Happy salespeople sell more, happy customers buy more, outcomes are at the absolute core of this role.

Role Responsibilities

Oversee end-to-end performance: the role holder will be responsible for looking after the development of current and new enablement initiatives. This will include how we go to Market for new products, how we remove barriers and improve sales and supporting processes to maximise sales efficiency and release potential
Sales enablement will ensure the organisation has a complete overview of what works well and what doesn’t, with the goal of continuously optimising existing approaches and working with the wider organisation to design new ones.
Facilitation of alignment: As many customer-facing teams experience a natural gap between them, the sales enablement manager will serve as the connective tissue that binds them together, reduces friction and enables collaboration. It will up to the sales enablement manager to gather insights and collaborate with cross-functional teams to execute initiatives that improve upon existing sales processes, and ultimately align to broader company goals.
Evaluation of metrics and impact: Prudence in tracking sales enablement metrics and KPIs is vital to the growth and success of the sales enablement function for which the role holder will be responsible. They must be able to demonstrate the business impact of their enablement efforts, ensuring that they have stakeholder buy-in and support for all endeavours
The role holder will be responsible for the sales enablement calendar, planning and execution and ensuring any sessions planned always deliver business value and true enablement for those attending.
Acting as an advisor to sales and other departments on internal rules and processes.
Identify and drive continuous process improvement related to the order management / sales support area.
Working on projects and initiatives to improve commercial / contractual and related processes
Support Month-End and End of Quarter activities

Hard Skills

Data-driven. The role won’t just be responsible for deploying initiatives, they must also evaluate the results of those initiatives to improve future iterations.
Technologically-savvy. The Sales enablement manager will be a master of the tools in sales tech stack and be able to communicate their functionality while also designing initiatives that support their adoption and track their usage.
Project management. As a Sale Enablement Manager, they will be responsible for multiple projects and initiatives, and it’s up to the role holder to oversee their execution.
Strategy, they should be adept at strategising the initiatives that will have the highest impact given available resources and be able to leverage their organisational skills to anticipate roadblocks, juggle priorities, and meet completion deadlines.
Deep knowledge of a customer’s buying journey. As the market continues to undergo a rapid digital transformation, it’s critical that the sales enablement manager can demonstrate a keen familiarity with the customer’s journey and how it might evolve. The role holder will have to prime sales team for these changes, by providing them the necessary tools, knowledge, and content to meet and guide their end-customers throughout the various stages of sale.

Soft Skills

Exceptional communication. it’s vital for the enablement manager to possess deeply acute skills as a listener, speaker, writer, and presenter. The underlying ability for a manager to possess all or most of these authentically is invaluable to ensure cross-functional collaboration, trust-building, and behaviour change.
Agile innovation. The Sales enablement manager must not only be entrenched in understanding emergent trends, theories, and tools, but they should also be open to modifying their approaches based on the ever-changing sales landscape.
Collaboration. Commercial Operations as a function supports multiple teams across the business, the role holder will need to be deeply familiar with identifying the internal stakeholders necessary for the success of certain initiatives.
Time management. Ensuring timely execution of projects is critical to the success of this role, but equally important is the ability to streamline processes and existing operations that can maximize resource utilisation. Designing onboarding or training programs for reps, teaching them how to balance time for their own role, whatever way you choose to look at it, utilising time as a metric of effectiveness is a necessary skill

Qualifications

Bachelor’s degree preferred, or equivalent experience
Experience in sales enablement, sales-facing roles, sales training, or sales support, and a demonstrated knowledge of best practices, methodologies, and technologies in each of these areas
Measurable experience with having a positive impact on business outcomes, such as win rate, quota attainment, length of sales cycle, etc.
Experience in executing change management initiatives with established approaches
Involvement and participation in sales enablement groups or communities

Sales Enablement Manager