What are the responsibilities and job description for the Director, Sales Enablement - AMER position at Cloudera?
Business Area : Sales Operations
Seniority Level : Director
Job Description :
At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises.
The Sales Enablement Director, AMER, is the "champion of sales excellence," and will be the Enablement business partner to the America's Theater VP and his regional Sales Leaders. It will be your responsibility to ensure that people in AE, sales leadership and ISR roles within the region are up-to-date on skills, product, process, messaging and policy training, and you will act as a consultant and coach to address productivity and effectiveness gaps. The successful candidate will ensure that local enablement needs are met and will also contribute to the broader enablement team by leading select global enablement initiatives and contributing to new hire Onboarding and the annual Sales Kickoff program design and execution.
As a Sales Enablement Director, AMER you will :
Become a member of the AMER sales leadership extended team to stay abreast of the Americas regional needs and priorities, and report out on enablement programs and their impact
Drive adoption of sales fundamentals including the adoption of our sales stages, MEDDPPICCC, Account Planning, SMART AI Research Tool and other core practices and principles.
Maintain a cadence of touchpoints with each regional sales leader to understand local needs and challenges that could be addressed with enablement actions. Devise appropriate outcome-driven initiatives, and manage the creation of materials and programming to support their needs
Provide AMER sales priorities as input to our global sales enablement plan.
Be involved with live deals, account plans, sales team meetings, forecast calls and QBRs to stay in touch with the current realities of the market dynamics
Partner with regional leaders in Operations, Field Marketing, Product Marketing, HR, Partner Sales, and other stakeholders in sales productivity, effectiveness and enablement
Be Accountable for ensuring the regional Sales new hires participate in, and successfully complete their new hire journey. Be a coach and guide to help them succeed and advance to higher levels in the organization
Build new AE skills / sales process workshops in collaboration with a curriculum designer
Build skills programs for Sales Managers and leaders, helping to create a strong, aligned global sales leadership community and aligned approach to process management & coaching
Partner with the SE Enablement Program Manager to ensure appropriate enablement support is provided for team selling in the region
We're excited about you if you have :
Overall combination of 10 years of professional experience in sales and enablement roles
5 years experience as an Account Manager / Executive in Enterprise software (required), prefer data management, analytics, or AI software expertise, PaaS
3 years in an Enablement (or sales leadership) role, teaching & coaching : selling skills, opportunity management, deal reviews and / or account planning, in Enterprise software (required)
Experience selling using MEDDIC / MEDDPICC or another professional qualification framework or selling methodology for Opportunity Management (required) (ValueSelling, Richardson, Outcome Selling, Corporate Visions, Challenger Sale)
Salesforce.com expertise
Expertise in learning needs analysis, performance analysis, and change management
Preferred Experience & Capabilities :
Prefer 1-3 years in a sales manager role and / or as a sales coach to opportunity progression in complex enterprise software sales
Prefer a Certified Trainer for a professional selling methodology or qualification framework (MEDDPICC preferred)
Prefer Knowledge of competitive strategy approaches and skill models
Prefer experience with one or more of the following : LinkedIn Sales Navigator, Zoom Info, DemandBase, SalesLoft, Clari
Highly desirable Skills :
Experience with AI-driven Sales Tools for Account Research, prospecting, role playing, message creation
GenAI Prompt Engineering Experience
A mindset for consultative, outcome-based selling, working with both business and IT personas
Project Management experience
Excellent presentation skills
Comfortable with ambiguity
Thrives in a collaborative, cross-functional, multicultural setting, stretching across global boundaries
High energy, positive attitude, filled with creativity and tenacity
What you can expect from us :
Generous PTO Policy
Support work life balance with Unplugged Days
Flexible WFH Policy
Mental & Physical Wellness programs
Phone and Internet Reimbursement program
Access to Continued Career Development
Comprehensive Benefits and Competitive Packages
Paid Volunteer Time
Employee Resource Groups
Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants willreceive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
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