Please Note: This is an individual contributor role
Basic Function
The Sales Training, Associate Director Tax & Accounting maximizes productivity and effectiveness of the sales force through identifying and analyzing the knowledge, skills and abilities required for superior selling performance. This role will design effective strategies and programs to improve selling performance throughout the customer buying process, managing the development of required curriculum and tools, providing baseline and on-going measurement of key performance indicators impacted by learning programs, while also transitioning learning programs to deployment and steady state management. This role requires the ability to adapt to varying learning needs across global regions and time zones.
Essential Duties And Responsibilities
- Identify differentiating sales acumen skills required for selling in Tax & Accounting, including differentiating experiences needed for a seller’s role today and in the future.
- Evaluate current sales acumen training (online, class and leader led instruction) to recommend changes to accelerate learning of sellers, including relevant sales acumen topics and methods of delivery.
- Own the sourcing, assessment, identification and execution of a sales methodology (i.e., a set of practices, principles and strategies that guide how people execute the sales process) that effectively aligns to our market / industry, target customers and sales organization structure for the Global Tax & Accounting sales teams.
- Partner with Learning and Development and SVP’s / GMs of Global Sales to develop a consistent learning/training program to enhance sales team member capabilities within the sales process and tools for all areas of new business and retention.
- Facilitate / deliver live and virtual training sessions / workshops throughout the year to address sales acumen skills and/or abilities (prospecting / cold calling, recognize needs, negotiation skills, handling objections, selling on value vs. features and functions, etc.). Includes small groups and one on ones with sales leaders and sales team members, on best demonstrated practices related to sales acumen to accelerate performance of sales team members.
- Partner with sales leaders to increase leader capabilities to effectively coach for performance around the sales process and selling methodology, providing observations/feedback and support to drive outcomes.
- Ensure cultural sensitivity and inclusivity in all sales acumen training initiatives, content and materials.
- Oversee the management of sales acumen training schedules and logistics.
- Analyze, stay current with, and apply industry trends and best practices for successful sales acumen skills and adult learning.
Other Duties
- Performs other duties as assigned by supervisor.
Job Qualifications
Education:
- Bachelor’s degree or relevant work experience.
- Masters’ degree preferred.
Experience:
Minimum: Requires 15 years of Sales Leadership & Strategy experience and 5+ years learning & development / sales enablement experience at a commercial software organization.
- Consistent track record of meeting and exceeding target objectives in Sales Leadership role.
- Track record of developing sellers and leaders in a complex/matrixed selling environment.
- Ability to work with and influence all levels of leadership.
- Ability to work with and observe team member behaviors, while providing relevant feedback and coaching to enhance overall sales team performance.
- B2B Sales experience, required
- Strong presentation and group workshop facilitation skills, required.
Related experience including:
- Experience working in a CRM and a strong understanding of the sales process including territory planning, developing sales pipeline, etc. (Salesforce.com preferred, and proficiency in reporting preferred)
- Experience in Learning: curricula, content and delivery strategy
- A successful track record of collaborating with managers and executives at high levels in the organization, as well as staff.
- Experience in applying adult education principles to learning delivery and strategy.
- Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
- Strong partnering and people skills.
Other Knowledge, Skills, Abilities or Certifications:
- Effective written and verbal communication skills, interacting with all levels of employees and management.
- Self-starter that takes initiative; seeks out and has ability to drive change through persuasion and leadership.
- Good analytical and problem-solving skills.
- Project manages with a highly collaborative style, deadline sensitive high priority programs and deliverables with a team-focused attitude.
- Creative and innovative.
- Strong coaching and mentoring skills.
- Team oriented, cooperative, and flexible. Demonstrated ability to collaboratively work with a wide range of people at all levels of the organization.
- Strong understanding of Sales Leadership. Proven track record of providing direct guidance and coaching to organizational stakeholders (e.g., leaders and employees) seeking expert advice. Commercially minded.
- Must be able to define strategy and oversee day-to-day tactical execution.
- Must have strong attention to detail, a commitment to quality and be results driven and customer focused.
- Ability to be agile and adapt to a changing environment.
- Experience leading change.
Travel Requirements
25% travel required – trips for trainings, sales office visits or team meetings when necessary.
Physical Demands
Normal office environment.
The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and requirements.
Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $147,200-$208,350
