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Sales Enablement Program Director

  • GE Digital
  • Experienced
  • Posted 1/8/2018 9:50:58 AM
  • 3040197
  • Job Function: Sales
  • Business Segment: Digital Services
Location(s): United Kingdom; London

About Us:
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry. 

ServiceMax from GE Digital is a leading industry provider of field service management software – an estimated $25 billion market worldwide. The company continues to reimagine and create solutions for the 20 million people globally who install, maintain, and repair machines across dozens of industries as the leading provider of complete end-to-end mobile and cloud-based technology for the sector. 

ServiceMax brings together the right data at the right moment to delight customers and drive business results at the crucial point of service. We’re rethinking field service, and delivering cutting edge technology to help companies perfect service delivery, drive revenue and growth, and delight customers. Come be part of our innovative team!

Role Summary:
In this role, you will be part of a global sales enablement team within ServiceMax from GE Digital, reporting to the Global Sales Enablement Leader. 

As a key member of a growing Global Enablement team, the Global Sales Enablement Director will manage the end-to-end vision, process and execution of structuring and delivering a quality sales training program to our direct sales team.

Essential Responsibilities:
Working as a partnership with our regional Direct Sales Leaders to achieve sales training and operational objectives to lead and support the Direct Sales team and Alliances in regards to all Sales Enablement, training materials, training events and on-going support and coaching.

This individual contributor leader will promote a culture of collaboration, continuous learning, skills excellence and process rigor to continuously improve the effectiveness and efficiency of the sales teams and alliance partners.

Essential Responsibilities: 

This role will actively work with the sales team and must work well with a global team to understand needs and priorities. Pivoting as needed to communicate and help with adoption and consumption of information in relation to the sales team is critical in this role.  

In this role, you will: 
  • Be responsible for the coaching needs and performance development of the Sales team in relation to Enablement and in partnership with the Sales Leadership team.
  • Develop and coach sales associates to deliver an exceptional customer experience and achieve high performance metrics.
  • Create, improve and/or modify sales trainings in its totality, including but not limited to pitches, value proposition, product, prospecting and call behavior. 
  • Be responsible for creating and deploying sales/product certification programs for employees and sellers in relevant partner organizations. 
  • Assess coaching needs and coach to close gaps 
  • Identify sales strengths, weaknesses and areas of ongoing sales behavioral skills development for each rep they support 
  • Work closely with sales managers and align on coaching plans and area of improvement needed 
  • Coach and evaluate on-going training programs to determine if skills and job knowledge have been achieved and successfully implemented and maintained in the workplace 
  • Stay current on company procedures, sales initiatives, marketing campaigns, processes and industry related information 
  • Organize, coordinate and present relevant trainings to ensure sales team is kept up to date 
  • Partner with enablement team and sales leaders to deliver training to new hire sales groups – conduct global onboarding bootcamps 
  • Participate in performance appraisal process by providing inputs on rep performance in relation to enablement activities

Basic Qualifications:  
  • Bachelor’s Degree 
  • Minimum of 10 years work experience in sales and/or sales enablement, training & development with demonstrated success leading global teams 
  • GE Leadership Program Graduates will get credit towards relevant work experience, commensurate to the program they have completed 
Eligibility Requirements:
  • Legal authorization to work in the United Kingdom. We will not sponsor individuals for employment visas, now or in the future, for this job. 
  • Must be willing to travel up to 50% depending on work location. 
  • Must be willing to work out of an office in London, UK or remote from your home.

Desired Characteristics:
Desired Characteristics: 
  • Ability to perform in a high-pressure environment juggling and executing on multiple priorities  
  • Experience building, delivering and monitoring successful sales enablement programs that included a solution/value selling framework, sales enablement tool kits and effective metrics and reinforcement that changed sales behavior and improved outcomes 
  • Instructional Design a plus 
Technical Expertise: 
  • Analytical and strategic thinking skills  
  • Demonstrated problem solving and creative skills, ability to exercise sound judgment and make decisions based on business needs and priorities to go beyond the status quo 
  • Ability to deal with ambiguity, strategic agility, manage diversity and drive for results  
  • Moderate understanding of 
  • Proactively identifies enablement needs based on seller performance levels or product offering changes; Proactively shares 'best practices' to improve seller proficiency; Helps to develop internal sales team relationships; Communicates pertinent issues to sales team; Identifies key issues with enablement processes and focuses resources/ assistance where appropriate. 
  • Coaches and trains other team members on sales enablement best practices 
  • Able to take products, services, solutions knowledge, selling methodology, selling skills and connect them to sellers’ objectives to identify and/or grow sales opportunities; Draws upon non-traditional solutions; Constantly thinks out of the box & outside domain of expertise to develop creative solutions that meet ongoing seller needs. 
Business Acumen: 
  • Background in influencing cross-functional teams toward execution of a strategic initiative. Experience working with a field sales force.

  • 3+ years’ experience leading small teams in a rapidly evolving organization (Preferred). 
  • Leads the process of developing a clear and winnable strategy to deliver the vision of what the GE-customer relationship can be; Goes beyond conventional modes of thinking and approaches problems, and creatively develops innovative, alternatives possibilities beyond the obvious. 
  • Develops and executes integrated, multi-faceted communications that provide the audience with concise facts; Addresses business concerns and presents the implications of various alternatives; Presents in a manner that is compelling, engaging and relevant to senior leadership. 
Personal Attributes: 
  • Exhibited capability to break down complex issues with the goal of mitigating/eliminating barriers.  
  • Independent, self-directed, with a strong attention to detail. 
  • Strong intellectual curiosity—a desire to identify the “why” in a situation.

Locations: United Kingdom; London

GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

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