Sales Enablement

  • Title Services Marketing Operations Consultant – Go-to-Market Planning
    Categories Marketing Operations, Sales Enablement, Services Marketing
    Location TX, Round Rock, USA
    Job Information

     

    Job Description
    Title: Services Marketing Operations Consultant – Go-to-Market Planning
    Dell is hiring a Marketing Operations Consultant within Dell’s Global CSMB Services & Solutions organization.
    In this role, you will be the champion for key services initiatives within Dell’s Consumer & SMB Services on a global basis. You will be responsible for collecting, analyzing and identifying key market trends, business opportunities and defining key strategic initiatives within each of the top 10 countries where Dell competes.  Typical activities will include evaluation of go-to-market strategies on a global basis, analysis of market penetration, product portfolio analysis and development of rock-solid business cases for new products, offers and capabilities.  In addition, you will lead improvements to critical business and operational processes, driving meaningful improvements in our global go-to-market capabilities.
    In short: You will be the vocal champion of the regional sales and marketing engines.  You will partner with our go-to-market teams around the globe, identify existing and emerging market trends and work to develop critical initiatives to help the regional teams drive to their financial and strategic goals.
    Key Responsibilities:
    Consumer & SMB Services Go-To-Market Strategy Development
    • Development of rigorous cross-segment analytical process to identify, quantify and evaluate opportunities to drive CSMB services financial and strategic objectives on a global basis.
    • Develops complex solutions to product and capability development problems through in-depth analysis, coordination and negotiation with key decision makers
    • Analyzes and forecasts business and market trends. Assist regional and global management teams with regular operations reviews and strategy sessions.
    • Lead strategic projects that cover ad-hoc analysis, regional outreach and segment-wide go-to-market capability improvements
    • Develop, drive and support competitive market research programs in conjunction with other members of the Global Strategic Development team
    • Become the Dell-wide subject matter expert on the key market drivers underlying existing and planned CSMB services
    • Develops innovative solutions to problems without precedent.
    • Decisions are strategic in nature, have long-term consequence, and tend to relate to business strategy, financial performance and effective resource utilization.
    Key Attributes
    • Exceptionally creative and curious. Has an instinctive need to ask “Why?” and the intellectual agility to identify relevant information where available, make intelligent assumptions where not, and come to conclusions which have meaningful impact on Dell’s business.
    • Superb communications skills are a must. Your primary role will be that of global champion for your regional partners. You must be able to clearly articulate their needs and provide crisp, well defined recommendations based on analytics and business acumen.
    • Strong analytical and financial analysis skills, but must go well beyond pushing numbers around in a spreadsheet. Must be able to take a step back from the math and judge the potential impact to the business and make common sense recommendations for next steps.
    • Must be organizationally agile and persuasive. This position will require you to drive consensus across the company, so developing strong relationships with key stakeholders will be critical to your success.
    • High degree of comfort with senior managers.  This position will frequently require you to present and defend your analysis in meetings with senior members of Dell’s executive team.  You must be confident in your ability to do your homework, deliver your message and provide clear responses to queries as necessary.
    • Must be able to operate independently and have superb organizational abilities.
    Qualifications:
    Qualifications:
    • BS degree from top university; business, computer science, engineering or mathematics preferred
    • Minimum of 5 years, MBA or equivalent masters is preferred.
    • Proven track record of success within complex, matrix organizations

    Source: LinkedIn Jobs.

     

    Company Dell





    Title Sales Enablement Marketing Manager
    Categories Sales Enablement, Security
    Start Date 2011-04-26
    Location Bedford, MA, USA
    Job Information

    The Sales Enablement Marketing Manager is the primary liaison between Sales and Product Marketing and is responsible for leading the development and delivery of tools and assets that support sales conversations throughout the sales cycle. . This position requires a mix of interpersonal, project management and communications skills in addition to an understanding of marketing principles, sales methodology, and content management. The job requires innovation in process, procedure and systems that will continuously improve sales and marketing efficiency and effectiveness.

     

     

    Responsibilities:

     

    The responsibilities of the Sales Enablement Marketing Manager include (but are not limited to) the following:

    o Work with sales and various corporate functions to assess and determine the required enablement support and the necessary tools, and to identify the most effective assets. Manage roadmap for asset development.

    o Architect and plan various types of cross-product/cross-solution templates to enable standardized presentations and communications (i.e. playbooks; solutions dialog, product presentations)

    o Facilitate content owners to populate templates to be used in client meetings, outbound communications and sales training such as presentations, sales guides, messaging and positioning…etc

    o Measure sales enablement activities to quantify impact and success of materials and programs

    o Establish processes for consistent communcation with the Field in order to collect input as well as to deliver updates and share knowledge

    o Track and report on ForceManagement transformation across all Marketing functions

    o Assist in data collection and primary and secondary research to understand and monitor market drivers and customer needs – linking them to business objectives that can be solved by RSA

    o Manage and facilitate Value Driver and Value Card updates on an ongoing basis. Work with ForceManagement to understand and implement best practices.

    Desired Skills & Experience

     

    Expected competencies

    - Outstanding project management skills

    - Excellent interpersonal skills and relationship management skills

    - Ability to work effectively across cross-functional organizational teams

    - Ability to conduct research and extract key findings to support enablement strategies

    - Strategic orientation and excellent analytical and problem-solving skills

    - Excellent presentation and communication skills – written and verbal – to interact with senior level colleagues

    - Leadership qualities, and the ability to act independently (self-motivated)

    - Solid time management and scheduling skills, well organized and detail oriented

    - Able to work under pressure, meet deadlines, and be flexible in working on multiple projects simultaneously

    Experience/Educational requirements

    - A Bachelors Degree – in business, marketing or communications preferred

    - Proven track record of successful project management

    - Knowledge and experience with marketing and sales principles and tools – social media a plus

    - Comfort in a matrixed organization

    Company Description

    RSA, The Security Division of EMC, is the premier provider of security solutions for business acceleration, helping the world’s leading organizations succeed by solving their most complex and sensitive security challenges. RSA’s information-centric approach to security guards the integrity and confidentiality of information throughout its lifecycle – no matter where it moves, who accesses it or how it is used.

    RSA offers industry-leading solutions in identity assurance & access control, data loss prevention, encryption & key management, compliance & security information management and fraud protection. These solutions bring trust to millions of user identities, the transactions that they perform, and the data that is generated. For more information, please visit www.RSA.com and www.EMC.com.

    Source: LinkedIn Jobs.

     

    Company RSA, The Security Division of EMC





    Title Senior Product Marketing Manager
    Categories Sales Enablement
    Location Palo Alto, CA, USA
    Job Information

    Job Description:

    Reporting to the VP of Marketing, the senior product marketing manager is responsible for messaging and positioning, sales enablement including sales tools/collateral creation and sales training, market and competitive analysis for Cloudera products.

    Job responsibilities include

    Develop sales tools and other marketing collateral

    Define product messaging and value propositions

    Identify top customer success stories to support value propositions

    Provide sales training in person, via webinars, recorded sessions, etc.

    Deliver presentations to prospects, customer groups, analyst sessions, events, etc.

    Conduct product and industry-based competitive analysis

    Work with product management team to create product demos and other technical sales tools

    Support demand generation initiatives and programs including webinars, tradeshows, and events

    Must have:

    Bachelor’s degree in business or technology field

    5+ years experience in software product marketing

    Solid ability to understand and work with technical products

    Demonstrated experience developing unique selling proposition and maintaining knowledge about primary competitor’s products and services

    Demonstrated experience delivering sales enablement tools (competitive research, white papers, data sheets, presentations, etc.)

    Experience in database or other infrastructure s/w (in preferred order)

    Excellent written, verbal, presentation communication skills

    Ability to travel as required

    Nice To Have

    Early stage company experience

    Sales engineering or consulting experience

    Open Source software experience

    Company Description

    Cloudera offers enterprises a powerful new data platform built on the popular Apache Hadoop open-source software package. We unlock the storage and processing technologies of the world’s biggest Web companies, allowing our growing list of global customers to use Hadoop to solve problems and profit from all their data.

    Hadoop is a powerful data-management platform that can:

    * Consolidate your data, structured or complex, in a single repository for comprehensive analysis.

    * Store your information inexpensively and reliably, driving down platform costs and allowing you to keep more data online for use.

    * Perform sophisticated, detailed processing and analysis of that data at very high speed.

    Source: LinkedIn Jobs.

     

    Company Cloudera





    Title Product Marketing Director, Managed Services
    Categories Product Marketing, Sales Enablement, Security
    Salary $100K+
    Location Wayne, PA, USA
    Job Information

     

    Job Description
    Director, Product Marketing – Managed Services
    The Director of Product Marketing will be part of the Product Marketing team which reports into the Marketing Strategy group. The Marketing Strategy group thinks strategically about the industry and business, to complement and inform Product Development, Product Management and Marketing Communications.
    The Director, Product Marketing – Managed Services is responsible for developing strategies to increase market share of SunGard service offerings in the production application hosting area.
    Key responsibilities include:
    Serve as the Marketing functional team-lead / single-point-of-contact in support of the Line of Business Product Management on new product development efforts.
    Develop Marketing Plans highlighting: service positioning, target market, recommended go-to-market strategy and tactics (including recommended Channels, Analyst Relations communications strategy, lead generation tactics and market segments to address for in-year revenue generation and multi-year pipeline development).
    Develop Sales Enablement tools related to New Services Introductions – Customer-facing presentations, case studies, industry-specific value propositions (where applicable).
    Lead integrated marketing campaign efforts jointly with the Marketing Operations team to support new business demand generation and customer cross-selling efforts.  Campaign responsibilities include: identification of service(s) to be promoted, target market, special promotional offers, messaging for differentiation, etc.
    Collaborate with Market Insights team in the design and testing of market research to support value proposition development for existing and new service offerings.
    Track substitute offerings and competitors, competitive offerings and competitive pricing at the individual service level.  Understand competitive dynamics, market segmentation criteria and main market value drivers.
    Directly contribute to Thought Leadership development in Managed Serives through Blogs, speaking engagement at industry and customer events, white-paper-type content development, etc.
    Interact with industry analysts (e.g., Gartner, Forrester) to understand emerging market trends and influences.  Incorporate findings to inform value proposition and go-to-market initiatives.
    Qualifications:
    At least 10 years of experience in Product Marketing or Product Management in a Managed Hosting, managed application or virtualization technology-related field required.
    Deep technology and market knowledge (vendors, technologies, market drivers, etc.) in the area of hosted applications, virtualization, and cloud required. Understanding of N-Tier application architectures and cloud delivery models is required.
    MBA preferred; strong understanding of market and customer segmentation frameworks and hands-on experience with segmentation projects required. Ability to switch between technical and business benefit-level discussion.
    Strong written and verbal communication skills, including strong PowerPoint and Microsoft Excel skills.  Strong project management skills. Microsoft Project experience is a plus.
    Demonstrated strong performance in prior roles
    Working Conditions:
    • Ability to meet the physical demands of this position.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
    SUNGARD IS AN EQUAL OPPORTUNITY EMPLOYER, M/F/D/V
    Employment is contingent upon successful completion of the background investigation and
    pre-employment drug screen.
    Source: MktgLadder.

     

     

    Company Sungard





    Title Enterprise Online Sales Operations Manager
    Categories Sales Enablement
    Location Mountain View, CA, USA
    Job Information

    Job Description

     

    This position is based in Mountain View, CA.

     

    The area: Enterprise

     

    As the emerging leader in cloud computing, Google’s Enterprise division delivers cloud services and other IT products to small and large businesses, educational institutions and government agencies. Our team of high-achieving engineers, product managers, and sales and marketing professionals works with a vast array of partners and customers to advance the company’s mission to organize the world’s information to make it universally accessible and useful. The Enterprise team is among a handful of rapidly emerging new businesses that are becoming front-and-center for Google as it enters its second decade as a company.

     

    The role: Enterprise Online Sales Operations Manager

     

    As an Enterprise Online Sales Operations Manager/Associate Manager, you’ll take charge of high-performing and highly-skilled operations associates. You’re a leader with flexibility, management experience, and outstanding decision-making skills, and you’re able to use quantitative abilities to make effective, strategic decisions. In this fast-growing environment, you will also exercise extraordinary judgment as a key stakeholder in defining our long-term operations strategy. You’re extremely proactive, motivated, organized, and responsible and you work well within a fast-paced group. You should be comfortable navigating ambiguity and demonstrate the ability to manage multiple initiatives effectively. This is an opportunity to work with a growing team of experienced, high achieving sales and operations people covering a wide range of applications, including Google’s leading cloud-based enterprise applications. You will work proactively with global and cross-functional teams, and have a demonstrated ability to think creatively.

     

    Responsibilities:

     

    Drive thought-leadership and build sales enablement function to address unique global enterprise requirements for support in the field.

    Deliver reporting on program and sales force skill effectiveness and iterate programs to ensure increasing levels of sales capability and performance.

    Define, hire and manage key roles in the areas of sales operations, program management, infrastructure operations and delivery.

    Deliver new hire, product, competitive intelligence and sales process certification programs to Enterprise sales teams globally.

    Partner with our Learning and Development team and subject matter experts, including marketing and product management to integrate wider Google learning programs into the field sales enablement curriculum.

     

    Requirements:

     

    BA/BS degree preferred with strong academic background, MBA a plus

    At least 5 years of work experience in sales, marketing, consulting with at least 3 years of management experience.

    Solid process, project management, analytics and strategy development and implementation skills.

    Strong interpersonal skills – ability to collaborate across functions, geographies and levels to build and deliver business solutions.

    Define team structure, recognise leadership, and grow the teams’ skill sets.

    Source: LinkedIn Jobs.

    Company Google





    Title Sr. Technical Product Marketing Manager
    Categories Product Marketing, Sales Enablement
    Location Bellevue, WA
    Job Information

     

    Job Description
    As a key member of our growing team the Senior Technical Product Marketing Manager will have a major impact on our future success. The leader in this role will be responsible for our technical enablement strategy and product marketing functions including pre-sales enablement, product collateral, competitive intelligence, new product introduction and demos.
    Responsibilities:
    • Be an expert on our customers and product use cases
    • Drive the technical enablement strategy and agenda
    • Create and manage core technical enablement content including demos, product data sheets and other key sales tools that support the selling process
    • Train and enable pre-sales, partners and customer success
    • Manage weekly pre-sales enablement calls, on boarding and annual meetings
    • Drive market and competitive intelligence and communicate key differentiators
    • Partner with the Product Management and Customer Success teams on beta programs and early-stage products
    • Provide product and market intelligence to the Product Management, Sales and Engineering teams
    • Participate in key industry events, webinars and other outbound activities
    • Communicate pre-sales enablement strategy and status to executive stakeholders
    • Some travel to support sales efforts and industry events
    Skills
    • Minimum of 10 years experience in software or managed services pre-sales, technical product marketing or related experience
    • Team player with strong written and communication skills
    • Self-starter with attention to detail, a winning attitude and ability to thrive in a dynamic startup environment
    • Experience working with enterprise software sales and pre-sales teams
    • High level knowledge of enterprise IT organizational, business, and technical environments
    • Demonstrated experience managing pre-sales enablement processes and demo creation
    • Excellent organizational, analytical, and problem solving skills
    • Ability to share best practices, continually improve processes and content, and provide clear and consistent reporting to Executive Management
    • A proven track record of meeting with senior management and executives as the subject matter expert
    • Subject matter expertise in IT financial management including budgeting, cost allocations, capital & operating expense handling or program portfolio management is a plus
    • Bachelors degree or equivalent, MBA a plus
    Company Description
    Apptio is a high growth software company pioneering a new market segment called Technology Business Management. We’re focused on helping our customers solve the big problems of running the business of IT and our innovative SaaS based solutions are currently leveraged in both North America and Europe by leading companies such as Cisco Systems, Starbucks, BNP Paribas, Expedia and JP Morgan Chase. We’re fast moving, results oriented and passionate about our work. We offer goal oriented and driven professionals the opportunity to join a motivated and experienced team with a proven track record of success. This is a unique opportunity to have an exciting and challenging career in a company with tremendous possibilities. Come join the team!

    Source: LinkedIn Jobs.

     

    Company Apptio





    Title Sales Enablement Manager
    Categories Channel Marketing, Sales Enablement, VAR/Distributor
    Job Information

    Description

    TESLA SALES ENABLEMENT MANAGER #1349781

     

    RESPONSIBILITIES:

    - Meets with partner community and internal NVIDIA team to prioritize Tesla Sales Tool requirements for T1 OEMs, VARs, and internal sales organization

    - Works with various content providers and experts to create and package easy-to-use sales tools (e.g. sales guides, training decks, presentations, demos, collateral, ROI calculators, competitive analyzers, etc)

    - Package into format required by T1 OEMS

    - Roll-out to internal NV team and partner sales community

    - Manage updates and refreshes of all tools in use

    - Develops training curriculum and content to ensure internal NV team and partner community has expertise in:

    * How to sell  who to target in each vertical market, overcoming objections, key apps, .

    * How to try  where does customer get their hands on the product (eg  OEM lab or demo center)

    * How to buy  which partners offer solutions, sm-med-lg config options, does the OEM OA team know how to configure/place order

    - Working with internal NVIDIA partner account team establishes roadmap for partner sales enablement (calendar of tools, trainings, events)

    - Establishes relationships with counterparts at T1 OEMs, documents and understands relationships within the OEM to drive Sales Enablement, and directly engages with them on status

    - Collects feedback from partner community and internal sales org on effectiveness of tools and continuously works to improve quality of content, format, and delivery worldwide

    - Leads cross-functional internal team meetings to track status of deliverables and share partner feedback

    - Works with NV SA and OEM team to ensure all partner labs and customer briefing centers are equipped with product and marketing materials

    - Manages content, agenda and speakers of key subject area for Annual Sales Conference

     

    MINIMUM REQUIREMENTS:

    - Excellent written and verbal communication skills

    - Demonstrated ability to work in a cross-functional team environment

    - Strong customer relationship skills

    - Ability to thrive in a fast-paced, rapidly-changing environment

    - Self motivated, ability to work with little definition and without supervision while multi-tasking and prioritizing across a number of projects and initiatives

    - MS/BS required, MBA or equivalent strongly preferred

    - 5+ years of product marketing, business development, technical marketing or related field

    - Experience and understanding of high performance computing market is preferred but not required

    - Willing to travel as required to meet with partners and lead training efforts (up to 15-20% of time)

    Source: LinkedIn Jobs.

    Company Tesla