Sales Enablement Manager

OPENTEXT

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

The Opportunity

The OpenText Cybersecurity Global Sales Enablement Specialist position is responsible for developing an ecosystem of sellers and influencers to successfully message, position, and sell OpenText Cybersecurity solutions.

In this role, you would be a member of a dynamic team delivering sales enablement to internal & external (partner) teams around the globe, including certification programs and ongoing sales enablement programs, both virtual and in-person. You’ll collaborate with numerous stakeholders and departments on content, curriculum, logistics, and delivery of training programs focused on one primary and one secondary solution area. You'll be responsible for fielding inbound requests from sellers, sales leaders, and sales support teams around the globe and be involved with all enablement activities within your solutions sets.

This role requires you to be results-oriented and passionate about helping salespeople at all levels exceed their targets. This position requires a broad understanding of the cybersecurity market, and the enthusiasm and ability to quickly develop a deeper expertise in the assigned solution areas. You’ll need an understanding of direct and indirect channel sales, the capacity to understand our software solutions from a sales perspective (which will include an appreciation of technology), and proficiency in communicating the value to sales teams in an engaging manner.

You Are Great At

• Working independently to determine the best approach for achieving personal and team goals.
• Interfacing with and shares best practices within your own team and with other stakeholders.
• Prioritizing multiple projects and activities to drive business and pipeline growth
• Working closely and building relationships with key stakeholders in other departments and functional areas (for example, product management, product marketing, technical enablement, etc.) to achieve mutual goals.
• Understanding new technologies.
• Explaining complex concepts in ways that are easily understood and absorbed by learners at different levels.

What It Takes

• Design, develop, execute, and maintain online self-study, instructor-led virtual, and in-person sales enablement resources.
• Support custom or out-of-cycle enablement training initiatives as shaped by company direction, territory, or team need, as well as fielding ad hoc content and support requests from sales teams.
• Deliver solution-focused sales enablement sessions through quarterly enablement summits, new employee onboarding programs, ongoing enablement webinars, etc.
• Working closely with Product Management, Product Marketing, Pre-Sales, Sales, Marketing, and other areas to develop interesting, engaging, and memorable sales enablement assets.
• Recognize and develop market intelligence covering emerging market trends, regulatory landscape, emerging/disruptive solutions, and competitive intelligence.
• Harvest and enable employees and partners with significant sales wins / success stories, use cases, win strategies/best practices, etc.
• Enable OpenText Cybersecurity employees and partners with the domain expertise to become trusted advisor relationships that are critical to driving value selling.
• Develop sales certification content to certify employees and partners to successfully sell OpenText Cybersecurity solutions and service offerings.
• Communicate progress and effectiveness updates through regular team meetings, conference calls, and reviews.
• Work with Sales leadership to identify gaps in sales effectiveness of teams and individual reps, and develop and implement enablement plans to prioritize improved enablement and on-boarding strategies to address them.
• Contribute valuable input to OpenText Cybersecurity outbound messaging including media contact, public speaking, blogs, social media, and other channels.
• Support the provisioning of the sales enablement content repository, and ensure that all information is easily and readily accessible at point of need.
• Provide peer review for content created within the enablement organization.
• Gather feedback from sales contacts on a regular basis to constantly improve Enablement programs.
• Keep abreast of sales enablement best practices, methodologies, techniques, and tools, to ensure maximum effectiveness of the enablement program.
• Bachelor’s degree or equivalent. Further technology (CISSP, CISM, etc.) and/or business education a plus.
• Requires a minimum of several years of related cybersecurity software or sales experience.
• Knowledge of the cybersecurity market space, concepts, competitors, trends, and related industries, with a passion to continue learning.
• Proven history of being able to work independently and with cross-functional teams.
• Ability to build strong working relationship internally with teams such as Product Marketing, Engineering, Product Management, Solution Development, and Business Operations, and externally with Partners and Channel Organizations.
• Proven history of analyzing situations, and employing creative and effective decision making to solve problems/achieve results.
• Ability to excel in a team environment which emphasizes cooperation and mutual respect.
• Ability to present to both small and large audiences of both peers and senior executives.
• Exceptional English (written & spoken) communication skills are imperative
• Outstanding proven ability to develop, maintain and deliver high-quality training and presentations.
• A confident, dynamic, engaging manner in conversation and presentation formats is a must.
• Proven ability to understand software solutions and to articulate that knowledge as value statements
• Previous experience in a similar position or equivalent is highly desirable
• Travel required (up to 25%)
• Highly motivated, strategic thinker, team player willing to pitch in wherever needed
• At ease in an international / multi-cultural environment

For California, Colorado, Washington state, and New York City residents, this job is expected to pay a minimum of 119,000 USD in addition to a comprehensive and competitive group benefit and healthcare plan. Individual compensation will be determined based on skills and experience comparable to the job requirements.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com.