Manager, Sales Enablement

Sales/ Business DevelopmentRemote


Description

Our Story: Litera, headquartered in Chicago, IL, is a fast-growing software company and one of the leading legal technology suppliers in the world. Serving more than 90% of the world's largest law firms, our software is used by hundreds of thousands of lawyers every day. As a company recognized as one of the best places to work, we believe professional development, rewards programs, open communication, and transparent leadership all contribute to a unique and open work environment. Our employees are driven, energetic, passionate, and have the ability to make a direct impact on the future of the company.

The Opportunity:

The Manager, Sales Enablement will report directly to the VP, Revenue Operations and will be a Leader within the Revenue Operations function. As part of this team, you’ll be responsible for leading a team of Enablement experts to develop, and deploy, programs to support the enablement, and skills development of our Sellers from time of hire and throughout their tenure with Litera. The Manager, Sales Enablement will accelerate our Sales teams ability to deliver a clear, and consistent message, across our solutions, that resonates with the customer. The Manager, Sales Enablement is responsible for leading the Enablement function to ensure our various sales teams gain the knowledge and resources they need to be effective in delivering outcomes in support of our GTM priorities.

This focus will include the further development of our Sales Onboarding Program and continuous learning Programs. As a Leader, your focus will be to lead the Enablement team to create a global environment in which all Sales employees can onboard successfully and further develop the required skills from individual contributor roles to Leadership across the Sales organization.  

A Day in the Life:

Leading the team of Enablement Specialists you will:

  • Identify opportunities, and implement programs, to drive Sales Performance improvement through 1) knowledge and skill enhancement; 2) process improvement and adoption; 3) utilization of tools and systems.
  • Drive the strategy for the development of Sales Training inclusive of; learning objectives, scenario-based exercises, and the overall ownership of our blended training programs.
  • Lead the team to develop a skills assessment capability of our Sellers providing an opportunity to align training with individual, and specific, development at all levels.
  • Engage the required resources to design, develop and deliver targeted Sales-playbook-aligned certifications to support new product launches ongoing.
  • Develop a plan, and capability, for the enhancement of our Sales Support assets used by the Sales organization including standardization, currency of assets, Seller utilization and related metrics.
  • Manage Sales Enablement project work across the Enablement functions ensuring the on-time delivery of our commitments.
  • Work closely with internal groups (Sales Leadership, Marketing, Product Management, Operations, Training &Education) to accomplish our Sales Enablement objectives.
  • Lead the team to develop, and own, the required Key Ramp Metrics for newly hired Sellers and align with Revenue Operations to identify interventions needed for experienced team members.
  • Building upon our new hire Onboarding Program foundation (for employee and Leaders), further develop the program to accelerate the Seller’s productivity early in their tenure.
  • Develop a scalable communications framework leveraging multiple mediums to inform Sellers of what they need to know when they need to know it!
  • In partnership with Revenue Operations team members, provide Leadership input and guidance into the development of relevant Sales Tool capabilities from a Sales Training perspective.
  • Engage with Sales Leadership, as required, to support our GTM planning to identify additional training needs across Sales.
  • Lead all aspects to support the effective development, deployment, and embedding of training of processor products across GTM teams.
  • Ongoing, monitor, measure, and evaluate the business impact of the Enablement programs.
  • Partnering with other members of the People team, and other functions, to ensure a holistic and integrated people plan is in place and effective at every level in the organization.

Role progression:

Within 1 month, you will:

  • Establish the 1H priorities & objectives for the newly expanded Sales Enablement function.
  • Ensure the effective ramp of newly assigned, or hired, Sales Enablement specialists.
  • Formalize our Sales Enablement offerings & assets inclusive of a robust asset management platform centralizing, and providing, access and metrics to validate the impact of our program efforts.
  • Collaborate with Sales Leadership to further identify Sales Training and development needs which will shape our Enablement offerings at scale.

Within 3 months, you will:

  • Expand upon the Sales Onboarding program to provide a scalable offering addressing both technical, and soft skills, development.
  • Develop a robust Sales Training offering to further develop the skills of our Sellers at all levels within the organization shifting from a product lead focus to a solutions-based approach.
  • Partner with the VP, Revenue Operations and Sales leadership to further identify, and prioritize, Sales Enablement program offerings.
  • Continued analysis to assess the needs of the ongoing training needs of the Sales team.
  • Provide recurring updates, and metrics, at all levels within the organization which validate the impact of our Enablement offerings.

Within 6 months, you will:

  • Partner with Sales Leadership to expand upon the Sales training programming.
  • Partner with the Product Marketing and Product teams on product Sales training.
  • Continue to develop relationships across Litera in support of our Enablement priorities

About You:

  • 5+ years’ experience in sales (ADR, CSM or traditional selling role), training, project management, or instructional design.
  • Proven experience and knowledge of a full L&D Cycle (ADDIE or SAM)
  • Proven Project Management skills are a must: the ability to achieve objectives within established time frames. Comfortable working both autonomously and collaboratively, managing multiple competing priorities and navigating ambiguity.
  • Strong interpersonal skills - knows how to communicate professionally within all levels of the organization.
  • Demonstrated capability in enterprise thinking and the ability to develop solutions or programs that deliver benefit at an enterprise, global and local level.
  • Proven ability to interpret as well as challenge customer needs and translate these into a program of work that will drive business performance.
  • Having a good network/knowledge of suppliers/vendors in the L&D world is a plus.
  • Proactive, positive, analytics and enthusiastic personality that thrives in a fast-paced environment.
  • Team player. 

What Sets us Apart? 

  • Have direct contact and work directly with the executive team
  • Work with a team that has a proven track record
  • Work with a high growth sales team
  • Career growth opportunities
  • Skills and Professional Development Opportunities
  • Engagement and Approach
  • Regular social & philanthropic events