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Sales Enablement, Senior Manager

US Remote
Marketing
Job Requisition Number:  AMMKT89

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 has major hubs around the globe. More information is available at www.sophos.com

 

Role Summary

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.

 

What You Will Do

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

 

What You Will Bring

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.

 

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

 

What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm

 

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

 

Data Protection

If you choose to explore an 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 opportunites 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