Senior Sales Enablement Manager

vor 4 Wochen

Munich, Bayern, Deutschland GRAPHISOFT. Vollzeit

About Graphisoft

Graphisoft empowers teams to design great buildings through innovative software solutions, learning programs, and professional services for the AEC industry. Our award-winning products and solutions support OPEN BIM for workflow transparency, longevity, and data accessibility for built assets.

Archicad, the architects' BIM software of choice, offers a complete end-to-end design and documentation workflow for architectural and integrated architectural and engineering practices of any size. BIMx, the most popular mobile and web BIM app, extends the BIM experience to include all stakeholders in the building design, delivery, and operations lifecycle. BIMcloud, the AEC industry's first and most advanced cloud-based team collaboration solution, makes real-time collaboration possible across the globe regardless of the size of the project and the speed or quality of the team members' network connection. DDScad solutions support users with intelligent Mechanical, Electrical, and Plumbing (MEP) design tools, integrated calculations, and comprehensive documentation of all building system disciplines.

Sales Enablement Manager Role

This role is part of our Presales organization, working closely with our Sales Engineering, Sales Ops, and Regional quota-carrying sales teams.

The focus of our Sales Enablement team is on establishing a common sales process, teaching our sales model, coaching and training both direct and indirect sales managers, and offering enablement programs to our international partner channel. As a continuous offering with appropriate curricula, we aim to empower the entire sales community to excel.

Key Responsibilities

  • Assess and analyze readiness of each individual sales contributor – both partner and direct sales managers
  • Use a data-driven approach wherever possible when measuring progress
  • Work with VP Presales and regional Vice Presidents to align on expectations, pacing, and overall timing of our enablement efforts
  • Collaborate with HR to optimize the onboarding experience of new joiners
  • Develop group and individual-level enablement plans
  • Contribute to the establishment and growth of our CRM-focused opportunity creation and sales stage development
  • Foster a culture of achievement with curricula built around basic sales trainings, product positioning, CRM workflows
  • Drive a continuous education culture
  • Build templates and processes to create and continuously maintain partner/territory/account plan creation that matches annual and quarterly sales targets
  • Collaborate with partner sales managers to establish trainings for our partner community – both for the established channel as well as new joiners

Requirements

  • Multi-year experience in enablement roles within the tech sector
  • Keen understanding of both direct and indirect sales channel aspects
  • Deep understanding of sales funnel management, opportunity management, lead qualification
  • A conceptual mindset and interest in building a continuous learning environment
  • Pragmatic approach to collecting and maintaining content libraries for ongoing programs
  • A desire to adopt and adjust enablement methodologies to stay current with the evolving business model and demands based on our competitive environment
  • Fluency in English language. Any additional language from any of our main sales regions is not a must but a plus

What to Expect

  • You will be part of an internationally respected company that has been supporting architects for decades in their design and visualization ambitions for their projects
  • A welcoming and inclusive environment from day one through a comprehensive and collegial onboarding process
  • Fair and open corporate culture with flat hierarchies in a professional and international environment
  • Mix of independent work and cooperation in a collegial, small team
  • Hybrid working, home office, and office
  • Two volunteer days per year allow you to contribute to your community

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