Sales Enablement Manager

Location : London, United Kingdom | Team: Commercial Sales

Role Type: Full-Time Employee (Individual)

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents.  

We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success. 

We believe: Every Experience Matters. Talent is Everywhere. All Belong Here 

At Medallia, we hire the whole person.

Program Manager, Sales Enablement (EMEA)

We are looking for a Program Manager, Sales Enablement (EMEA) to own enablement programs for our hyper-growth EMEA-based Commercial Sales team. You will sit in the Commercial Sales Enablement organization. In this role, you will partner with the Commercial Sales Enablement team to scale and align existing enablement programs with the EMEA sales GTM.  The Commercial Sales teams sell a mixed portfolio of experience management solutions for Commercial organizations across a variety of verticals. 

As a Program Manager, Sales Enablement (EMEA), your role be managing the various initiatives that the Commercial Sales Enablement team builds and supporting the deployment to the EMEA Commercial Sales organization, collaborating with stakeholders in various regions to ensure relevancy for a fast-paced, multicultural environment. 

Primary Responsibilities

  • Strategic thinker that can take broad visions and concepts and develop structured plans, actions, and measurable metrics and then execute those plans. Execute strategic programs that improve revenue productivity and increase ACV. 
  • Manage and align stakeholders across EMEA regions and internal functions on strategic sales priorities and enablement needs, translating those into effective programs developed and delivered in partnership with the Commercial Sales Enablement team. 
  • Track meaningful measurements such as average sales cycle length against improvements, number of reps achieving quota, and average deal size. 
  • Gather feedback from sales teams on a regular basis to constantly improve our enablement programs
  • Lead the facilitation and continuous improvement of the new Sales rep onboarding program and ensure their success with regular check-ins throughout their first 90 days. This includes, but is not limited to: role-play exercises, pitch & demo certifications, sales methodology guidance, and whiteboarding. 
  • Instrumental in assisting in coordination and planning of global training such as Quarterly Sales events to include event logistics and curriculum relevancy for EMEA sales reps.
  • Analyze qualitative and quantitative data to find opportunities that improve sales effectiveness
  • Surface and amplify customer stories, best practices, objection handling, and differentiation
  • Build and maintain relationships with Sales Management to ensure Sales Enablement aligns with organizational goals and objectives
  • Collaborate closely with other leaders within the Sales Enablement team and subject matter experts within Sales, Sales Operations, Marketing, Product Marketing, and Product Management

Minimum Qualifications

  • BA/BS degree in marketing or related field
  • 3+ years of Sales Enablement, Sales, Sales Support, or Marketing experience 
  • Prior experience working in a SaaS sales environment required

Preferred Qualifications

  • Familiarity with sales methodologies such as Command of the Message and MEDDICC 
  • A passion for learning, with energy and enthusiasm to motivate and engage others.
  • Someone that thrives in a fast-paced environment where every day there is chance you will be pulled into something new! You would describe yourself as flexible and willing to pitch in where needed. 
  • Demonstrated ability to deliver global, scalable learning programs to increase performance and drive outcomes.
  • Ability to work well under tight timelines and juggle multiple priorities. 
  • A solid understanding of regional, multi-cultural sales teams
  • Experience selling into Commercial accounts, or enabling Commercial sellers
  • Experience producing and managing enablement events, driving adoption, and measuring the impact of enablement programs at scale.
  • Ability to coordinate multiple stakeholders and manage projects
  • Ability to build strong trusting relationships across the organization, especially in sales
  • Exceptional communication and presentation skills
  • Experience working with Learning Management Systems, preferably Mind Tickle, and other related sales tools such as Outreach, Gong, Salesforce, and more
  • Passionate about helping others succeed
  • Up to 10% travel 

Technology Skills & Experience

  • LinkedIn Sales Navigator
  • Highspot
  • Zoominfo
  • Outreach/SalesLoft
  • Mind Tickle
  • Google Suite, Microsoft Office
  • Mac OS
At Medallia, we don’t just accept difference - we celebrate it and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity and consideration are afforded to all qualified applicants and employees. We won't unlawfully discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other category protected by law.

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