Sales Enablement Manager

Burlington, MA US · Full Time

About The Position

Aqua Security is looking for a Sales Trainer/Go-To-Market Enablement Manager who will be responsible for the design, delivery and program management of Sales and Go-To-Market new hire onboarding and ongoing training programs for our sales and customer teams.

The successful candidate will play a key role within the HR team at Aqua, working closely with leadership, subject matter experts and internal customers. Reporting to the VP, People, Global GTM, you will work directly with sales and customer success leadership and product marketing to drive our sales enablement content and training programs.

The successful candidate will have a passion to help others succeed and a desire to work in a hands-on role that is continuously evolving as we continue to scale.

Responsibilities

Partner with HR, Sales, Marketing and Product Leadership to identify sales productivity gaps and prioritize work on critical initiatives across the global sales team, such as sales pitch certification, ongoing enablement/learning, sales playbook creation, reinforcement training.
Execute on a Sales Enablement and Onboarding strategy to support a best-in-class Sales organization including all sales and customer roles (Sales Development Reps, Enterprise Field Sales, Solution Architects, Sales Leadership, Customer Success)
Develop educational material, including presentations, sales scripts, and case studies. Design training curricula within time and budget constraints.
Understand the customer journey, and execute enablement deliverables that align
Help define a future productivity roadmap assessing timelines and resources required to execute on key initiatives.
Help to drive increased adoption of sales methodologies and best practices through the execution of enablement and training initiatives.
Manage ROI and effectiveness of the Enablement program. Report on impact of training programs and linking sales enablement efforts with ramp time, content knowledge and comprehension, meetings booked, win rates, and average sales price.
Maintain LMS and internal knowledge base for the sales and customer teams to ensure content is up to date and sellers have access to the information that they need.
Coordinate individual and team performance review sessions to discuss strengths and weaknesses.
Continuously innovate all aspects of enablement including programs, delivery, adoption & reporting.

Requirements

Hand-on individual with experience in building an enablement program in a lean environment from the ground up.
5+ years of professional work experience in sales enablement with 2 years of experience in Sales with demonstrated impact.
Demonstrated proficiency in building lasting relationships with senior level sales /GTM leaders and ICs.
Strong ability to engage and motivate content experts to deliver compelling materials for training.
Ability to manage the full training cycle, including in-person activities, virtual instructor led and web-based learning.
Familiarity with role-playing activities and e-learning platforms.
Excellent written, verbal communication and presentation skills.
Positive can-do attitude with strong problem-solving capabilities and creative mindset.
High energy and drive – possess a strong need for achievement.
Strong interpersonal and organizational skills, with a positive, self-starter attitude.
Organized and detail oriented with excellent follow-up skills.
Collaborative individual with the ability to work independently and prioritize tasks.
Strong knowledge of sales processes, methodologies (MEDDIC a plus) and best practices.
Industry experience and understanding related to the cloud security industry is a plus
Demonstrated prior experience having a positive impact on business outcomes (i.e., quota attainment, win rate, shorten new hire ramp time, etc.)
Experience in executing change management enablement initiatives.
Ability to travel as needed.

AND NOW, A LITTLE ABOUT AQUA:

Aqua Security is a UNICORN! Founded in 2015, Aqua Security is a global late-stage organization widely known for being the largest pure play cloud native vendor, helping enterprises secure their cloud-native applications from development to production, whether they run using containers, serverless, or virtual machines. Aqua bridges the gap between DevOps and security, promoting business agility and accelerating digital transformation.

Total of $265M in VC funding – Most Recent Series E funding event March 2021 with a Pre-money valuation ($1B), and TAM of $17B
More than 400 enterprise customers across the globe
Strategic partnerships with the major cloud native platform providers and public cloud providers (AWS, Microsoft, Google, IBM)
At the forefront of open-source cloud native solutions and primary cyber security research

If you’re ready to be your best, now is the perfect time to join Aqua! We are a global company but still small enough for you to make a big impact. We have dedicated employees around the globe. And aside from being in a hot cloud security industry, we love to have fun! Aqua also offers great company culture, amazing colleagues and lots more!