Job Description:
What you get to do in this role:
- Provide thought leadership on Account Planning & Strategies, ensuring they are completely aligned to deliver customer relevance and value
- Evolve and standardize best practices around account planning and customer strategies and assets (e.g., strategy decks)
- Evolve account planning tools, processes and technology to align with a complex selling environment
- Work with all GTM functions including Sales Operations, sales leadership, value management, I.T. Business Intelligence, Enablement, and third-party companies to ensure seamless integration of our account planning process
- Establish appropriate metrics and tracking to ensure quality of and adherence to account planning strategies
- Own the enablement, comms and change management plans for strategic program rollout
- Provide coaching and mentoring to the field around account planning; ramp up in-region individuals to provide relevant coaching
- Proactively and continuously identify opportunities to improve adoption and increase field productivity
Qualifications:
To be successful in this role you have:
- Previous experience developing and deploying account planning methodologies (consulting or in-house) essential, preferably in a software company.
- 10+ years of B2B selling or enablement experience, preferably as a sales manager
- Ability to interact and engage Senior Sales Leadership, Management & field sales
- Background in developing and coaching Opportunity & Strategic Account Management
- Deep understanding of sales management and coaching
- Experience developing and using procedures to monitor/track the results of programs and impact
- Demonstrate high levels of flexibility, creativity, and dependability
- Proficient project management, written and verbal communications, and effective and engaging presentation skills
- Strong interpersonal skills
- Proficiency in Microsoft products (Office, Dynamics, LinkedIn) and technologies related to this role (Tableau, Anaplan, etc)
- Travel Requirements: 25-50% travel
