Director, Sales Enablement - AMER

Business Area:

Sales Operations

Seniority Level:

Director

Job Description: 

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry.  Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

The Sales Enablement Director, AMER, is the “champion of sales excellence,” and will be the Enablement business partner to the America’s Theater VP and his regional Sales Leaders.  It will be your responsibility to ensure that people in AE, sales leadership and ISR roles within the region are up-to-date on skills, product, process, messaging and policy training, and you will act as a consultant and coach to address productivity and effectiveness gaps.  The successful candidate will ensure that local enablement needs are met and will also contribute to the broader enablement team by leading select global enablement initiatives and contributing to new hire Onboarding and the annual Sales Kickoff program design and execution.  

As a Sales Enablement Director, AMER you will:

• Become a member of the AMER sales leadership extended team to stay abreast of the Americas regional needs and priorities, and report out on enablement programs and their impact 

• Drive adoption of sales fundamentals including the adoption of our sales stages, MEDDPPICCC, Account Planning, SMART AI Research Tool and other core practices and principles.  

• Maintain a cadence of touchpoints with each regional sales leader to understand local needs and challenges that could be addressed with enablement actions.  Devise appropriate outcome-driven initiatives, and manage the creation of materials and programming to support their needs

• Provide AMER sales priorities as input to our global sales enablement plan. 

• Be involved with live deals, account plans, sales team meetings, forecast calls and QBRs to stay in touch with the current realities of the market dynamics

• Partner with regional leaders in Operations, Field Marketing, Product Marketing, HR, Partner Sales, and other stakeholders in sales productivity, effectiveness and enablement

• Be Accountable for ensuring the regional Sales new hires participate in, and successfully complete their new hire journey.  Be a coach and guide to help them succeed and advance to higher levels in the organization 

• Build new AE skills/sales process workshops in collaboration with a curriculum designer

• Build skills programs for Sales Managers and leaders, helping to create a strong, aligned global sales leadership community and aligned approach to process management & coaching

• Partner with the SE Enablement Program Manager to ensure appropriate enablement support is provided for team selling in the region

We're excited about you if you have:

• Overall combination of 10+ years of professional experience in sales and enablement roles

• 5 years experience as an Account Manager/Executive in Enterprise software (required), prefer data management, analytics, or AI software expertise, PaaS 

• 3 years in an Enablement (or sales leadership) role, teaching & coaching: selling skills, opportunity management, deal reviews and/or account planning, in Enterprise software (required) 

• Experience selling using MEDDIC/MEDDPICC or another professional qualification framework or selling methodology for Opportunity Management (required) (ValueSelling, Richardson, Outcome Selling, Corporate Visions, Challenger Sale)

• Salesforce.com expertise

• Expertise in learning needs analysis, performance analysis, and change management

Preferred Experience & Capabilities:

• Prefer 1-3 years in a sales manager role and/or as a sales coach to opportunity progression in complex enterprise software sales

• Prefer a Certified Trainer for a professional selling methodology or qualification framework (MEDDPICC preferred)

• Prefer Knowledge of competitive strategy approaches and skill models

• Prefer experience with one or more of the following: LinkedIn Sales Navigator, Zoom Info, DemandBase, SalesLoft, Clari

Highly desirable Skills:

• Experience with AI-driven Sales Tools for Account Research, prospecting, role playing, message creation

• GenAI Prompt Engineering Experience

• A mindset for consultative, outcome-based selling, working with both business and IT personas

• Project Management experience

• Excellent presentation skills

• Comfortable with ambiguity

• Thrives in a collaborative, cross-functional, multicultural setting, stretching across global boundaries

• High energy, positive attitude, filled with creativity and tenacity

What you can expect from us:

• Generous PTO Policy 

• Support work life balance with Unplugged Days

• Flexible WFH Policy 

• Mental & Physical Wellness programs 

• Phone and Internet Reimbursement program 

• Access to Continued Career Development 

• Comprehensive Benefits and Competitive Packages 

• Paid Volunteer Time

• Employee Resource Groups

Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.

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