Sales Process Specialist
PTC is looking for an experienced, enthusiastic and outgoing Sales Process, Methods and Tools enablement professional to join the Field Sales Enablement team to develop and deliver programs focused on driving seller success. Key activities include content development, content delivery and support/coaching of the global sales organization. Content domain areas focus on both the standard selling process and methodologies as well as the tools used to execute on sales activities. Specific content domain areas include Command of the Message methodology, prospecting and pipeline development, qualification, conducting value-based discovery, negotiating and closing complex deals, using salesforce.com, etc.
This key role works with members of the Sales Enablement organization as well as Sales management to identify, create and deliver training programs aligned with seller competency requirements, sales leadership priorities and corporate revenue goals.
The ideal candidate:
Has in-depth experience and proven success training and developing direct and partner sales professionals. Ideally, this candidate has previously held and demonstrated success in a sales role themselves.
Has experience designing and implementing training and enablement programs, prioritized in line with sales performance (i.e., pipeline development, bookings, etc.)
Demonstrates proven ability to solve complex problems and enhance processes in measurable ways, with ongoing cross-functional communication and clear, concise updates to stakeholders.
Collaborate cross-functionally to identify and agree on prioritized process, methods and tools training requirements.
Design and develop standard content to support global delivery (digital, virtual, and live delivery modes).
Implement enablement programs focused on enhancing seller skill and productivity.
Deliver hands-on coaching and mentoring of direct and partner sellers in line with key success metrics, such as increased pipeline development, bookings etc.
Monitor and evaluate seller communications against PTC's sales methodologies.
Ensure global adoption of standard sales process and tools best practices.
Measure and report on effectiveness of enablement activities as evidenced by qualitative and quantitative metrics.
Desired Skills & Experience:
Strong interpersonal skills and the ability to work both independently and within a matrixed team environment.
Strong ability to proactively identify, recommend, and implement new approaches to sales performance optimization.
Ability to prioritize, coordinate and deliver multiple work projects simultaneously.
Ability to communicate appropriately with all levels of management, applying both tactical and strategic thinking to new business challenges.
Ability to quickly learn the variety of PTC solutions and services, target prospect personas and associated business processes.
Strong cross functional acumen including the ability to manage virtual teams and work with distributed, multi-cultural, diverse, global teams.
All other duties as assigned.
5-7 years of experience in sales enablement, sales training, education development/delivery, or similar function.
2-4 years leading teams, especially Sales.
Rich program and project management skills.
Strong use of Microsoft Office: Word, Excel, PowerPoint, and Outlook.
Parametric Technology Corporation