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Sales Enablement, Senior Manager, Americas

Dallas, TX, US

Marketing

Sales Enablement, Senior Manager, Americas

Location: Dallas, TX

 

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com

 

Job Purpose

 

Based on site in our main Americas Sales Contact Center the Sales Enablement, Senior Manager will work alongside sales managers and representatives, and will be responsible for enabling our sellers to build more pipeline, develop opportunities and close more business.

The successful candidate will have a track record of success in sales or sales enablement roles, you will be at your best collaborating across teams, and be passionate about coaching others to develop their sales skills. You will be tasked with empowering front-line managers with coaching and training best practices to strengthen their teams and be comfortable in designing and delivering enablement activities yourself or facilitating subject matter expert delivery.

You will be responsible for developing and supporting new hire onboarding and continuous education programs for all sales roles. This includes the development and delivery sales skills development, launch readiness programs, and channel certification classes.

This position requires a thorough understanding of the business-to-business sales cycle, and the ability to use that knowledge to increase the efficiency, effectiveness, and productivity of the sales teams. You will enjoy working on a fast-paced environment finding new ways to energize and engage sales teams and make learning accessible and engaging. You will be an excellent communicator and organizer both within the sales organization, and across various departments that will support the execution of your plans.  In addition to driving and executing regional enablement. You may from time to time be asked to lead the development and implementation of global programs.

 

 

Main Duties:

 

Your goal is to help Sophos sales and channel representatives build more pipeline, develop and close more business:

  • Identify enablement priorities with sales, marketing and enablement leadership and drive alignment on those priorities.
  • Design and deliver enablement programs that measurably increase pipeline and qualified opportunities.
  • Partner with frontline sales managers and sales representatives and act as a mentor/coach to improve their skills.
  • Lead new hire onboarding for the sales teams across the region to ramp sellers quickly, this is a core part of the role requiring you to partner with global enablement to build regional and role relevant plans.
  • Work with global enablement, sales operations and sales managers to ensure sellers are making the most of available sales tools and technology including SFDC, Gong and Outreach
  • Identify and collaborate with learning and development vendors and consultants to implement effective programs.
  • Coordinate enablement activities for new product launches in your assigned territories, tailoring messaging, content, sales tools to drive regional engagement.
  • Use a variety of training methodologies and techniques, create and deliver engaging enablement content virtually and in-person.
  • Communicate regular progress/status to key stakeholders reporting on the overall effectiveness of programs including onboarding success metrics, and improvements seen from the rollout of new programs.
  • Play a key role in the development of the annual Sales Summits (Kick-Off) plans working with the Marketing, Sales, and Executive teams.

 

Organizational Responsibility:

 

Reports to the VP, Global Sales Enablement with direct relationships with frontline Sales Managers, Sales Engineers, Product Marketing, and Channel and Sales Operations

 

Skills & Experience:

Essential:

 

  • Previous experience in a Learning and Development, Sales Enablement, Direct / Inside Sales, Channel Account Management or Product Marketing role
  • Player/coach who can transform vision into structured plans, actions, and metrics
  • Strong record of managing Sales Enablement programs, Product Launches, or Sales teams resulting in positive sales results
  • Coaching  and facilitating sales training programs and delivering training, both in-person and remotely
  • Demonstrated ability to communicate effectively with sales leadership and to build productive working relationships at senior levels
  • Strong organizational and planning skills, able to progress quickly on multiple priorities in parallel
  • Exceptional written and verbal communication, and polished presentation skills
  • Active Listening
  • Able to articulate complex matters in a way that is easily understood by all types of audiences
  • Excellent listener, able to continually gather and act on feedback to constantly improve programs
  • Ability to see initiatives through to the end, while measuring results and adjusting plans as needed
  • Ability to identify, influence and manage ad hoc teams without solid lines of authority

 

 

  • Given the focus on enabling our inside sellers this is primarily an office based role, although there is flexibility to work remotely when required.

 

Desired:

 

  • Previous working experience with a competitive vendor in the cybersecurity market
  • Success working across multiple geographic regions
  • Understanding of adult learning and instructional design lifecycle
  • Ability to understand the impact of decisions on other areas of the business
  • Capable of articulate the positioning and business value of Sophos portfolio
  • Sales Methodology Certifications
  • College or university degree

 

 

Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.

If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com

 

 

 

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.


Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth