Salesforce

Global Sales Training Manager, Global Account Development

Salesforce

April 21, 2021


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Job Category
Sales
Job Details
Department Description:
The MuleSoft Account Development team fuels the revenue and talent engine for MuleSoft-creating new opportunities with a best-in-class software sales team through collaborative account planning and engagement with C-Level and Executive stakeholders in Fortune 100 companies. As the Global Sales Training Manager supporting the global Account Development team, you will support the development and facilitation of a world-class sales training program that will accelerate the talent pipeline of the Account Development organization to Field Sales - enabling the achievement of our aggressive growth targets.
Role Description:
Do you have a background in Sales? Is your longer term goal a career in Sales Leadership? Do you have a skill for training, coaching, giving feedback and sharing your selling acumen with others? This role will give you the opportunity to build something groundbreaking and innovative, but will also give you experience coaching the best talent in AD, developing them to be sales ready. In return, you develop the most important leadership skill you will ever need - coaching and developing people.
As the Global Sales Training Manager, you will be part of a new and innovative team as part of the Global Performance & Productivity team, to design, build and facilitate MuleSoft’s first-ever Sales University - fueling the future talent and ACV engine of MuleSoft.
Your Impact:
Success will be measured by - the time to ramp for program graduates, opportunity velocity, close rates as well as quantitative and qualitative feedback from their managers. This means, building and delivering a high caliber program that will support the attainment of these goals, coaching to outcomes and providing feedback and ultimately increasing productivity of all program graduates.
Specifically, this role will be responsible to:

  • Lead the development and delivery of a 3-month experiential training curriculum that addresses knowledge and skill gaps and drives the future success of a Senior Account Development Executive in Sales at MuleSoft

  • Become certified in and deliver sales methodology training for Senior Account Development Executives to develop core selling competencies needed throughout the sales process

  • Use your personal knowledge of how sales people learn best by incorporating ‘live’, self-paced (online) learning, including opportunities for a constant feedback loop during role playing activities, simulations and assessments

  • Work with sales leaders to conduct a high level analysis of current skill, process and knowledge gaps with SADEs who have bridged to Sales and incorporate this into design and delivery of the Program

  • Develop a curriculum progression path, outlining expectations for development within the Program and a scorecard and mechanism for communicating progress to future hiring manager

  • Train and coach SADEs on sales tactics, processes and provide guidance on coping with related challenges

  • Develop and maintain educational materials, including presentations, solutions training, documented processes, playbooks, messaging and case studies

  • Work cross-functionally with Operations, AD and Field Leadership and Field Sales Enablement to leverage all existing content, subject matter experts and process that will enable the success of graduates

  • Keep a pulse on the competitive landscape, industry trends, and business requirements such that curriculum adjustments and delivery mechanisms are timely and high value

Preferred Requirements:

  • Experience in a customer facing selling role

  • Soft skills (leading meetings, delivering virtual training etc.)

  • Solution knowledge (pitching and positioning, use cases, customer stories)

  • Thorough understanding of sales techniques and methodology

  • Excellent communication skills with the ability to motivate people

  • Coaching skills, including comfort and skill in giving developmental feedback

  • Excellent interpersonal and communications skills including effective presentation skills

  • Prior successful account development / business development experience is an asset

  • Demonstrated experience as a lead or having full ownership over a project, including identifying stakeholders, managing to a timeline and influencing others

  • Ability to interact and collaborate effectively with individuals at all levels of the organization

  • Demonstrated ability to work both collaboratively and independently

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