We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.
The Team:
You will join the Global Sales Enablement team, a strategic business partner that empowers internal Sales Celonauts to acquire role-specific knowledge and develop the skills to drive business growth. We do that through the design and execution of innovative programs, the delivery of tailored enablement sessions, actionable data insights, and a consultative approach that fosters a growth mindset. You will report directly to the VP of the Academy & Enablement function.
The Role:
As the Global Sales Enablement Director at Celonis, you will lead and manage our Global Sales Enablement team, providing exemplary leadership, mentorship, and coaching to foster the professional growth and development of team members.
In this role, you will collaborate closely with our sales leadership teams across North America, EMEA, and APJ regions, as well as our strategy and operations team and other program and content teams. Your primary focus will be to steer the strategy, design, and execution of the Account Executives (AE) and Business Development Representatives (BDR) enablement programs.
Your responsibilities will encompass overseeing the development and delivery of enablement programs, including onboarding, continuous skill development, recurring certifications, and coaching for in-seat Sales Managers. Additionally, you will have ownership of our Sales Enablement Platform, Seismic.
By ensuring that our sales representatives have access to the right knowledge, content, tools, and skill development opportunities, you will play a pivotal role in enhancing their effectiveness, leading to increased productivity and revenue growth for Celonis.
The work you’ll do:
Strategy
- Lead the vision, strategy, yearly and quarterly planning and design of Sales enablement programs to improve and optimize knowledge, behavior, and skills for high-performing sales teams.
- Create and execute Enablement programs to optimize sales productivity, and drive the adoption of sales processes, with a strong measurement approach.
Execution:
- End-to-end accountability of programs design and execution.
- Provide Strategic and tactical guidance, review and approve program design and execution to meet desired outcomes, and coach the teams during the process.
- Regular in-depth programs review and improvement cycles.
Stakeholder Management
- Partner with Global and Regional sales leadership (members of the executive team) and management to define enablement needs and priorities.
- Coach Sales Directors and Sales VPs to implement a coaching culture and manage their teams.
- Partner with sales operations in driving the adoption, scale and enablement of sales tools and systematize best practices, identifying improvement opportunities
- Maintain strong collaboration with Marketing and Product teams. Stay current on the Celonis product, use cases, and value proposition to know what “good looks like” and align the enablement accordingly.
- As part of the Global Academy & Enablement Team you will manage relations with the rest of the team units (CS Enablement, VE Enablement, Online Training - External and Internal, and Instructor-Led Training).
- You will be part of the Academy & Enablement Leadership team.
Team Management
- Manage a highly effective international and global team, motivated by your expertise in sales (AEs and BDRs) enablement best practices. The team is composed of 6 people.
Strategic Communication and Enablement Advocacy
- Track and communicate the progress of sales enablement initiatives and pacing to key performance metrics.
- Communicate effectively to ensure all stakeholders are aligned and view sales enablement programs as a multiplier.
Reporting
- Ensure that enablement programs are designed so that we are making data-driven decisions and quantifying the impact of sales enablement.
- Ensure cohesive reporting strategy across all audiences (Sales Executives, Managers and Individual contributors) in partnership with enablement analytics and Strategy and Operations teams.
Innovation
- Drive continuous innovation and improvement.
- Ensure Celonis proven and innovative approaches to achieve maximum effectiveness, continuously updating our internal processes against market best practices.
- Identify and partner with existing training, industry, value, and solution vendors to support enablement initiatives.
Strategic Sales Enablement Platform Ownership
- End to End-to-end product owner of Sales Enablement Platform, processes and content alignment.
- Define Phased Deployment Strategy and Adoption targets, with subsequent implementation plans and follow-ups.
- Ensure ROI attainment and AE productivity with factual data points and results.
- Ensure Sales Function buy-in and effective adoption.
The qualifications you need:
- Bachelor’s degree in Business, Marketing, or related field (or equivalent relevant experience)
- 5+ years of proven leadership experience supporting revenue-generating teams
- 3+ years of experience establishing Sales Enablement functions in a highly cross-functional and global environment are a plus
- Strong, detailed knowledge of sales roles, sales performance, and sales processes.
- Proven track record in creating, delivering, and training successfully with measurable results in fast-paced environments
- Proven track record of working with and influencing sales executives and leaders
- Strong ability to represent concepts, as well as summarize and communicate complex ideas with a strong sense of how sales and leaders think, operate and absorb training or concepts
- Knowledge of leadership and coaching frameworks used by sales leaders to inspire their teams and improve performance
- Experience in stakeholder management in a matrixed environment
- Thrives in a fast-paced environment
- Excellent presentation and delivery skills
- Excellent oral and written communication skills with a flair for storytelling
- Self-motivated with the ability to work with minimal supervision
- Strong process and analytical skills to identify inefficiencies and create improvements
The base salary range below is for the role in the specified location, based on a Full Time Schedule.
Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.
The base salary range below is for the role in New York, based on a Full Time Schedule.
$130,000—$195,000 USD
What Celonis can offer you:
- The unique opportunity to work with industry-leading process mining technology
- Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
- Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more)
- Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more)
- A global and growing team of Celonauts from diverse backgrounds to learn from and work with
- An open-minded culture with innovative, autonomous teams
- Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)
- A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future
About Us
Since 2011, Celonis has helped thousands of the world's largest and most valued companies deliver immediate cash impact, radically improve customer experience and reduce carbon emissions. Its Process Intelligence platform uses industry-leading process mining technology and AI to present companies with a living digital twin of their end-to-end processes. For the first time, everyone in an organisation has a common language about how the business works, visibility into where value is hidden and the ability to capture it. Celonis is headquartered in Munich (Germany) and New York (USA) and has more than 20 offices worldwide.
Join us as we make processes work for people, companies and the planet.
Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Different makes us better.
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