Sales Enablement Manager

at ISC2 in Dover, Delaware, United States

Job Description

Overview

Your Future. Secured. ISC2 is a force for good. As the world’s leading nonprofit member organization for cybersecurity professionals, our core values – Integrity, Advocacy, Commitment, Diversity, Inclusion, and Excellence – drive everything we do in support of our vision of a safe and secure cyber world. Our globally recognized, award-winning portfolio of certifications provide an independent and globally recognized endorsement of cybersecurity knowledge, skills and experience for all career levels. Our charitable arm, the Center for Cyber Safety and Education, enables ISC2 and our members to serve the public by educating the most vulnerable about cyber risks and empowering access to enter and thrive in the cyber profession. Learn more at ISC2 online and connect with us on Twitter, Facebook and LinkedIn. When you join ISC2, you’ll demonstrate your commitment to an inclusive and equitable environment. Your support of the unique perspectives and experiences shared by our global cybersecurity workforce and profession will be recognized. We invite you to take an active role in helping us create a true sense of belonging across our organization – an environment of authenticity, trust, empowerment and connectedness that empowers all of our successes. Learn more.

Position Summary

As Sales Enablement Manager, your primary responsibility is to for provide quality, cost effective ISC2 Sales Learning and Development curriculum to your assigned region, including follow-up programming to improve the application of the learning back at the participant’s office and participation in the planning of the course curriculum. You will also partner with sales leaders and ISC2 Learning and Development on initiatives that have an ISC2 Sales learning and development component, or impact.

This position is not available to residents of California**.**

Responsibilities

+ Lead, coach, and develop a team responsible for sales enablement, customer education, Salesforce training, and business process documentation.

+ Develop the Sales Training and Education strategy which supports the delivery of ISC2 business and sales priorities and meets operational regional requirements, ensuring that the best commercial outcome is delivered from the resources available.

+ Set up, prepare for, and facilitate assigned sales courses from the sales course curriculum, ensuring that participants have an excellent quality learning experience and leave with an understanding of how to apply the program concepts within the context of ISC2.

+ Ensure all sales colleagues, both new and existing, are trained to the highest standards of ISC2 sales excellence.

+ Contribute to the development of a detailed induction course for all new sales recruits with relevant supporting manuals including common sales processes such as forecasting, ensuring skills are maximised to drive sales and enhance revenue.

+ Assist Supervisors/Managers/Sales Support with the transition of new recruits onto the sales floor or field sales, and plan their ongoing development needs.

+ Coach sales managers on external and internal sales processes as they review the processes with their team members.

+ Consult with regional sales leaders and the corporate sales training team about special projects or external consulting needs where the sales Learning and Development team can support desired organizational changes and development. Provide best practice advice and programming consistent with our sales course offerings and leadership principles.

+ Deliver classroom, e-learning, and blended training in the region.

+ Deliver internal sales process methodologies training such as sales forecasting and CRM training, and deliver selected external professional sales process methodologies such as Miller Heiman Sales Training.

+ Contribute to overall sales training curriculum design, that meets the strategic needs of ISC2, as well as a colleague curriculum that enhances selected interpersonal skills using courses that are complementary to our other offerings and that can be interspersed among the core leadership L&D programming.

+ Interpret sales skills assessments and review the sales skills assessment results with individuals and their managers, and actively participate in follow up activities to demonstrate skills learned.

+ Review the effectiveness of the provision of sales training against ISC2 requirements, in terms of the appropriateness, quality and level of that provision. Suggest revisions to existing sales courses, and design presentations and short courses from scratch for project work and consulting with sales leaders on regional issues.

+ Enable knowledge sharing and cooperation between sales enablement and other internal teams and departments.

+ Bridge gaps between sales and other departments to ensure alignment with marketing, product, and customer support.

+ Facilitate communication within the sales enablement team and keep stakeholders informed about initiatives.

+ Complete train-the-trainer external sales training and successfully become certified to facilitate the courses ISC2 decides to present in-house.

+ Perform miscellaneous duties, as assigned.

Behavioral Competencies

+ Resilience, proactive professional attitude, with an enthusiasm for knowledge sharing.

+ Ability to create a good first impression on both colleagues and customers when attending customer meetings to observe sales skills.

+ Ability to win the respect and trust of sales personnel.

+ Excellent cultural awareness, and relationship skills to provide top level customer service to all colleagues and work with executives, leaders, and sales operations across the globe.

+ Ability to develop team members through coaching, mentoring, delegation, and performance management.

Management Responsibility

+ Establish priorities, manage performance, allocate resources, and foster a culture of continuous learning, operational excellence, and collaboration.

+ Prioritize team workload and resources to ensure timely delivery of training programs, documentation, and enablement initiatives.

Qualifications

+ Strong WebEx skills (Training Center, Meeting Center).

+ Proficiency with using Microsoft Office applications, namely PowerPoint.

+ Excellent verbal and written skills in English; additional language skills are desirable.

+ Excellent facilitation skills, both virtual and face-to-face, including the ability to engage highly educated and technical colleagues. and facilitate their learning of leadership and communication topics

+ Good knowledge of business and sales leadership practices with an ability to apply this information in a classroom setting and on a consulting basis, utilizing strong consulting skills.

+ An understanding of the basics and value of E-Learning.

+ Good project management skills to ensure timely completion of committed projects and deliverables.

+ Good instructional design knowledge to analyze programs for effectiveness and personally design short programs and presentations.

+ Understanding of sales skills assessments, 360 assessments, and soft skills assessments to be to assist with the interpretation of the results of the assessments.

+ Ability to easily multi-task and prioritize a variety of projects and responsibilities appropriately.

+ Demonstrable application of the ISC2 values and competencies.

Education and Work Experience

+ Bachelors Degree in relevant field, preferred. Will consider candidates with a high school diploma or equivalent with at least eleven (11) years of experience in sales enablement.

+ 7+ years of sales enablement experience including 5+ years of leadership experience, with a proven track record of meeting sales targets.

+ 3+ years as a dedicated Sales Trainer is desirable

+ Certification on sales methodologies and skills, a plus.

+ Experience wo