Sales Enablement and Training Director
Company Description
Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 133,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.
Position Description
The Commercial Operations group will form the backbone of the sales organization, and focus on maximizing sales rep productivity, protecting existing customers, increasing win rate, and increasing the size of the buy. The Sales Enablement and Training Lead will bring thought leadership and innovative ideas to the sales enablement program. This role will report directly to the VP of Commercial Operations and will oversee the sales team trainers and sales playbook development.
At a steady-state, the role will develop the overall sales training strategy, infrastructure and playbook, implement the training program through sales systems trainers, and track employee participation as well as program effectiveness. The role will monitor training effectiveness to further improve the training program and future training initiatives. The Sales Training and Enablement Lead will provide leadership to sales systems trainers and have accountability for developing the sales playbook to maximize their ability to support the sales organization. Additionally, to help the Commercial Operations group achieve success, the Sales Training and Enablement Lead will assist in assessing and developing employees in the Commercial Operations group.
Responsibilities
70%
Develops and executes the commercial training and talent strategy:
Establish and secure buy-in for sales enablement strategy and infrastructure
Design the end-to-end enablement process, develop and implement a sales playbook (sales methodology and sales plays), and other required content for the sales process
Coordinate across various sales functions to develop the overall sales training strategy, implement training plan through sales, and monitor participation and effectiveness (partner effectively with third party training providers as necessary)
Ensure delivery of specific training modules, especially for sales onboarding (sales strategy, policies, best practices, etc.), coaching to drive seller effectiveness, and new product roll-outs (in collaboration with the product management department
Ensure necessary technology is in place to drive scale, automation and efficiency (e.g. conversion intelligence, sales content management, sales readiness, and real-time knowledge)
Deploy a change management plan for launching the sales enablement strategy and playbook, and an ongoing cadence for updating and seeking feedback from stakeholders
Build a reporting process to measure, manage and optimize results; incorporate effectiveness assessment into training plan refinement, iteratively increasing the value training provides to the sales organization
30%
Enable sales systems trainers and the playbook developer:
Provide direction, motivation, and mentorship to sales systems trainers in the execution of the sales training strategy
Provide direction, motivation, and mentorship to the sales playbook developer in the creation and further refinement of the sales playbook
Collaborate with human resources to recruit, hire, coach, and develop employees on the newly formed Commercial Operations group
Qualifications
Education:
Bachelor’s degree in sales/marketing or related field, equivalent work experience, or a combination thereof
Experience:
6+ years of experience in Sales, Marketing or Operations; experience in Telecom or related industry preferred
Experience in strategic, go-to-market organization
Demonstrated leadership experience capable of building and running effective teams
Experience developing and implementing sales training programs
Key Competencies:
Excellent interpersonal, analytical, written communication, and presentation skills
Ability to work cross-functionally across the organization, to team up and deliver value
Demonstrated ability to communicate and collaborate with all levels of employees, including senior management, technical staff, customers, and vendors
Excellent trainer with strong interpersonal, verbal, and written communication skills; capable of teaching complicated material to many different learning styles (formal and informal presentations to both technical and non-technical audiences)
Uses ethical principles to guide decisions and actions; demonstrates honesty and integrity in managing people and resources; and treats others with respect, fairness, and concern for their welfare
Base salary range: $150,000-$175,000
Benefits, Rewards & Wellness
Annual Incentive Plan (AIP) - Full-time Zayo employees are also eligible for discretionary AIP which is based on the performance of the Company, an employee’s business segment, and the individual employee
Sales Incentive Plan - Full-time Zayo sales employees are also eligible for discretionary incentive cash compensation through our Sales Incentive Plan
Excellent Health, Dental & Vision Insurance
Retirement 401(k) Savings Plan
Fitness membership discounts
Generous paid time off policy including paid parental leave
Please note, in accordance with Zayo's commitment to providing and maintaining a workplace free of recognized hazards, all U.S. and Canadian employees and any employee, vendor, customer, or visitor who enters a Zayo office or facility in the U.S. and Canada must be fully vaccinated against COVID-19 and provide proof of such vaccination. If you are hired by Zayo, you will be required to provide proof of vaccination or have a valid religious or medical reason not to be vaccinated.