Our client is one of the market leaders in the fast growing BI/Analytics space.

The Senior Sales Coach is a Value Selling enablement role that works with senior leaders to establish Strategic Value Selling enablement plans, as well as actively executing and delivering the programs.

They are a strategic, battle- tested leader who can quickly and effectively coach field sales, teams and individuals, in winning high value, complex, competitive deals.

They have a solid track record of improving the effectiveness and win rates of field sales & partner teams through their coaching and enablement expertise.

They mainly work on significant strategic customer & opportunity plans that require a unique business value and measurable ROI deliverables,  however their approach and coaching skills are also leveraged by other field sales roles that have the objective of moving their customers from tactical to strategic relationships.

This role reports to the Global Director of Sales Productivity to continuously enhance our sales execution and successfully expand our footprint in the Named Account Segment of our GTM model.

Key tasks and responsibilities: 

• Provide team and 1:1 coaching across all customer facing roles to deliver advanced level sales methodology that instills a repeatable process in successfully winning Enterprise business
• Owns the Designs & Delivery of Value Creation & Value Based Selling workshops with associated materials. These may differ dependent on growth and execution focus in regions. 
• Develops & Implements a Strategic Account Management Program with associated deliverables e.g. strategic account planning, Getting to the ‘ C’ Suite, Buyer associated ROI and Business Value, Solution Selling
• Implements an ‘Opportunity Review’ cadence in their primary region, with their sales leaders to help drive successful closure of key opportunities
• Is a key sales leadership coach for all disciplines of Sales Management System + STORM: Segmentation, Territory Optimization and Revenue Maximization
• Facilitates joint partner planning, as required for top tier partners, based on the recommended Joint Partner Planning Methodology
• This role’s key stakeholders are the Regional VPs and their leadership teams.  This role also works collaboratively with other corporate functions: services, business & sales operations, marketing & partner management for example

• Must have a proven background of sales and ideally with great coaching and sales enablement skills supported with evidence of using coaching of a Value Selling Process to help others win business
• Evidence of broad expertise, unique knowledge and insight into value creation and effectively selling into political environments with experience of helping others achieve sales goals in a creative way that delivers measurable value to customers and prospects. Can coach & enable around influence & authority and articulate & enable this at each stage of the buying cycle
• Is expert in competitive sales strategies and can teach/ enable these at any stage of the sales cycle with ‘real live’ examples of how to outmaneuver the competition
• Creates formal and informal networks involving co-ordination among groups that contribute to winning business and will regularly interact with executives and/ or partners for successful alignment whilst coaching the field teams
• Acts independently to determine methods and procedures that help the business move forward are continuously in line with the market opportunity and feeds this back into the business. They will also be responsible for advising on adjustments and improvements in our systems and tools aligned to the above
• Ability to work on significant and unique sales issues where analysis of situations or data requires an evaluation of intangibles and out of the box thinking