The Sales Enablement Specialist is the regional execution arm of the global Sales Enablement function. Operating within a hub-and-spoke model, this role is responsible for regionally executing the global sales enablement strategies that are designed to empower representatives to optimize every buyer interaction and maximize sales results.
The Sales Enablement Specialist leverages expertise in Go-To-Market (GTM) processes, buying behaviour and sales enablement tools to guide sales teams in their growth as problem centric sellers. By aligning global sales enablement programs with regional market nuances, the Sales Enablement Specialist ensures that sellers and managers are equipped with the insights, coaching, and tools needed to generate and advance sales pipeline to achieve their targets.
A growing component of this role will be driving the adoption and proficiency of AI-augmented technologies designed to improve field sales efficiency. The Sales Enablement Specialist acts as a bridge to the field, ensuring new tools and capabilities are successfully integrated into daily sales workflows to maximize seller productivity and impact.
Core areas of impact include:
- Regional Field Support: Providing dedicated, time-zone aligned execution for sales teams, including liaising with Sales Managers to identify regional needs and report back to the Manager, Global Sales Enablement.
- Content Regionalization: Disseminating global content with regional relevance, including native language support where required.
- Sales Empowerment: Guiding reps through a problem centric buying journey to advance opportunities and close deals.
- AI Tool Adoption: Supporting the deployment and ongoing usage of AI-driven capabilities to streamline regional sales processes.
- Performance Measurement: Tracking regional enablement adoption and its impact on sales results.
Responsibilities:
- Regional Execution: Implements global enablement strategies and programs within the designated region to ensure speed and local relevance.
- Seller Empowerment: Equips sales representatives with the knowledge, tools, and supporting managers in their coaching efforts, aligned towards advancing sales results.
- AI Deployment Support: Partners with Manager, Global Sales Enablement during the rollout of AI-augmented technologies, serving as the regional field liaison for the sales team.
- Content Dissemination: Executes the regional delivery of problem centric sales messaging and job aids to ensure they are accessible at the point of need.
- Pipeline Optimization: Guides reps in applying GTM processes and buyer behavior insights to optimize sales interactions and close opportunities.
- Stakeholder Support: Fields ad hoc content and support requests from regional sales teams to ensure continuous productivity.
- Feedback Collection: Regularly gathers feedback from the regional sales teams to inform the Manager, Global Sales Enablement of any necessary programme improvements.
- Tool Adoption: Drives the use and productivity of available enablement tools and sales / marketing content repository, within the regional teams.
- Cross-Functional Collaboration: Partners with the Global Sales Trainer and regional sales managers to coordinate training tailored to staff onboarding and development.
- Market Awareness: Monitors and reports on regional market requirements to help position messaging effectively against local competitors and specific regional needs.