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Sales Enablement Lead - AMER Government, Education, Healthcare and Canada - Opportunity for Working Remotely

Primary Location: Columbus,Ohio


Additional Location(s):

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Sales Enablement Lead – US Government, Education, and Healthcare and Canada

Business Summary:

VMware accelerates digital transformation through a software-defined approach to business and IT. The trusted platform provider of choice for more than 500,000 customers globally, VMware is the pioneer in virtualization and an innovator in cloud and business mobility. A proven leader, VMware allows customers to run, manage, connect and secure applications across clouds and devices in a common operating environment. 

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today. 

Do you strongly believe in being a trusted advisor to your stakeholders? If yes, we would love to hear from you. This Sales Enablement Lead role requires exceptional collaboration with the US Government, Education, and Healthcare (GEH), which sell into US federal/ state/ local government, higher education, and healthcare enterprise accounts, as well as Canada enterprise accounts. In this role, you will partner with the sales org leadership team to identify their key business issues; the capabilities needed to solve these challenges, and partner to deliver the training and enablement to drive desired customer outcomes.  You will design and develop programs, content and strategies to target role-specific sales skills, acumen and effectiveness – all with the customer in mind.

Job Role & Responsibilities:

  • Act as a primary thought leader and enablement partner for the heads of US GEH and Canada
  • Act as a primary liaison to the onboarding team, supporting sales objectives
  • Based on the sales teams’ priorities and objectives, understanding their business challenges and strengths - design an annual and quarterly enablement plan
  • Partner cross-functionally with other routes to market, and customer-facing functions, to tackle new markets
  • Provide Activity & Outcome reporting to Sales leadership and RACE leadership
  • Review and editsegment specific training materials when required
  • Evaluate, validate and support the Sales teams’ growth and aptitude by refining sales competencies, behaviors and skills for their roles
  • Work proactively and collaboratively with the global enablement team to influence and then implement enablement programs and content; to support an 80/20 approach to drive scale and simplicity
  • Design, manage and deliver the successful execution of role-based enablement plans
  • Act as a primary liaison to the onboarding team, supporting sales objectives
  • Provide input into the creation and rollout of new programs and initiatives
  • Collaborate with the AMER ValueSelling/VMwareSELLING Coach to reinforce the sales methodology skillset by leveraging data and results of applying the methodology; driving visibility to correlation of methodology to sales success
  • Design and provide input to the GEH and Canada Enablement sessions at the annual Worldwide Sales Kickoff
  • Collaborated globally with your peers in other GEOs to share best practices, lessons learned and solutions for ramping time to quota, growing bigger deals
  • Target early-stage sales skills such as prospecting, qualifying, negotiation, propensity modeling and upselling 
  • Support the ongoing professional development of all sales team members in line with our internal professional development program, utilizing a combination of coaching, training and mentoring techniques
  • Review and editlocalized training materials when required
  • Provide performance consulting to sales stakeholders via review and understanding of best practice sales methodologies
  • Act as a champion for local program requirements while being a partner for global programs, scalability and optimization where it benefits the business
  • Stay abreast of industry trends in learning, selling, technology sales and sales skills

Key Deliverables:

  • Conduct pain point analysis with sales leadership to design enablement programs to impact business challenges and break down complex problems in a simplified way
  • Create an annual enablement plan, with budget and outcomes clearly identified
  • Deliver a quarterly review and updated plan to meet short and long-term learning objectives - tied to sales outcomes
  • Reports on participation / achievement completion of agreed on sales programs
  • Conduct training and communications surveys to measure effectiveness
  • Identify, develop and execute enablement interventions to targets specific skill gaps
  • Actively design a plan to support participation and coaching of First- and Second-Line sales Managers
  • Proactive management of enablement to support product and solution launch initiatives
  • Represent global programs at stakeholders and leadership level meetings
  • Provide feedback at regular intervals on needs for stakeholders to global and cross-functional stakeholders
  • Assess business performance relative to targets using operational, system and process data and metrics
  • Define and drive Sales enablement best practices with peers in other GEOs
  • Ability to travel 25%

Required Skills:

  • Strong problem identification and solving skills, both for stakeholders and for internal WWRACE projects
  • Excels in engaging and yielding actionable program plans from time-stretched stakeholders
  • Ability to synthesize multifaceted business issues facing stakeholders into clear plans for the WWRACE organization to address
  • Willingness to lean into the stakeholders’ industries to better tailor enablement programs. Specific insight into government and healthcare customers’ needs and buying cycles an asset
  • Minimum of 10+ years of professional work experience in sales, pre-sales, or sales training
  • Thoroughly understands Business to Business selling process
  • Demonstrated experience and success in a solution selling environment and/or software environment
  • Conversational and business conversational English
  • An eye to organizational and professional growth
  • A student of sales skills and learning tactics
  • Excellent communication skills, generating and sustaining engagement with your audience 
  • Strong interpersonal skills; enjoys working with others in a collaborative manner – acting as a team player will be an essential component 
  • Passion for excellence and high quality in the finished product; attention to detail is critical to success 
  • A consultative approach to the role and ability to work cross-functionally

#WWRACE

#WWSSO

#LIRemote

Home Office - Anywhere in the United States or Canada

This job requisition is not eligible for employment-based immigration sponsored by VMware.


Category : Sales
Subcategory: Field Enablement
Experience: Manager and Professional
Full Time/ Part Time: Full Time
Posted Date: 2021-02-02



VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law. Job ID: R2101175
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