Leader, Sales Excellence

Job Summary:
We are seeking a dynamic and results-driven professional to lead Sales Enablement & Excellence for the organization. This role will be instrumental in identifying investment opportunities driving strategic focus and optimizing our business development efforts through data-driven decision-making. The ideal candidate is passionate about sales excellence fostering relationships and preparing teams to stay ahead of market trends.

Key Responsibilities:

Portfolio Growth 10% of role

• Analyze the business portfolio to identify areas of growth stagnation or decline and develop actionable recommendations in partnership with GTM team.

• Develop strategies to penetrate new markets by selecting sub-sectors and functional capabilities to address demand.

• Foster an Account Mindset culture of accountability for our account portfolio by setting clear expectations and measuring progress.

Sales Excellence 90% of role

Talent Development & Upskilling Sales Talent:

• Lead & drive investments related to sales and account management training helping foster and develop a collaborative selling mindset across our portfolio.

• Develop and implement a Sales & Account Mindset framework ensuring employees understand what they are selling to whom and how to nurture and evolve sales and account relationships.

• Drive engagement to enhance sales and business acumen.

• Lead sales enablement initiatives by partnering with internal Learning & Development team to deliver foundational sales training including relationship mapping mock client account meetings and role-playing exercises sales conversation contests etc.

• Define roles and responsibilities in partnership with talent management BDE Account Director Account Manager etc.

Account Planning:

• Manage the annual account planning process and liaison with GTM and Finance teams to drive bottoms up financial plan across our Strategic Foundational Opportunistic and PE/Portfolio.

• Mature existing account planning framework enabling deeper understanding and planning for our Strategic & Foundational account portfolio share of wallet potential cross-sell objectives and Opportunistic portfolio (existing & prospects).

• Accountability and preparation for all board level materials on account plans and penetration strategies

Targeting the Right Opportunities:

• Run internal Deal Desk maturing existing processes stage gates for client acceptance deal acceptance and investment.

• Ensure teams focus on the right clients and opportunities by deeply understanding the business problems clients face.

• Collaborate closely with marketing to maintain alignment on industry POV target audience lead / demand generation and market positioning

• Partner with pursuit COE to develop sales materials and potential sales assets

Client Relationship Strategy:

• Define and assign ownership of key client relationships

• Strengthen existing client relationships and expand buying centers by designing and executing account plans for strategic and foundational account portfolio

• Ensure alignment and accountability to executing account plans and deliver annual revenue targets

Data-Driven Insights:

• Translate market research into actionable insights that address client challenges identify big bets and inform wallet share analysis.

• Leverage data to analyze wins and losses embedding those insights into process improvements and future strategies.

• Leverage data and analytics to qualify business development opportunities and focus on high-probability wins.

• Oversee Voice of the Customer program to understand client sentiment unlock opportunities with key accounts and drive growth. Inclusive but not limited to executive outreach VOC survey win/loss interviews etc.

Optimization: Continuously refine processes to optimize efficiency and effectiveness in business development efforts.

Qualifications:

Core Skills & Experience:

• Proven track record of driving portfolio growth and sales enablement in a senior leadership role.

• Strong expertise in business development sales strategy and data-driven decision-making.

• Exceptional leadership and team-building skills with a focus on talent development.

• Expertise in creating and executing sales enablement programs including onboarding training and ongoing coaching.

• Strong understanding of sales methodologies (e.g. SPIN Challenger MEDDIC) and their application in real-world scenarios.

• Experience implementing and optimizing CRM systems and sales enablement tools.

• Ability to create and deliver compelling sales content and tools to support the sales teams success.

• Strong analytical and problem-solving skills with the ability to translate data into actionable insights.

• Knowledge of Go-to-Market (GTM) best practices and market research application.

• Excellent communication presentation and relationship-building abilities.

Preferred Skills:

• Experience in coaching senior leadership and teams for client-facing presentations.

• Familiarity with competitive intelligence and analytics tools.

• Background in consulting professional services or technology sales is a plus.

Why Join Us
This is an exciting opportunity to shape the strategic direction of the organization drive growth and develop high-performing teams. If you are a visionary leader with a passion for sales excellence and strategic impact we want to hear from you!