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Associate Director, Sales Enablement

Date: 05-Jan-2022

Location: Singapore, Singapore

Company: Singtel Group

Main Job responsibilities:

  • Design and Lead NCS Asia Pacific Sales Enablement Program, across lead generation, deal execution support and Competitive Intelligence. 
  • Oversee a team of deal support and competitive intelligence research analysts to deliver end to end sales enablement services. 
  • Co-ordinate competitive intelligence sources (both internal and external) and determine key competitors tiering & priority for intel to present regular competitive compete to win sessions with Senior Leadership (VP, SVP) and Key Account TRIBE Leadership.
  • Establish, define and oversee the Sales Enablement function set up, including defining responsibilities, KPIs, recruiting and establishing a new team in offshore location to support $2.5B in sales plan achievement.
  • Establish, define the Win Strategy development approach and conduct Win Strategy workshops for must win deals, providing guidance to deal teams, following up on actions. 
  • Define and execute deal pursuit debrief program to understand reasons for winning and losing, analysis of prices, tactics and document findings.
  • Design competitive database for ease of access to research, findings & insights.
  • Maintain control of existing or build new procedures, templates and process for the Sales Enablement team to follow to improve service delivery to stakeholders to improve sales performance. 
  • Manage senior stakeholders expectations around Competitive Intelligence services and ensure that services are being performed to expected levels and within established KPIs/SLAs. 
  • Recommend and participate in the design and implementation of standards, tools and sales methodologies in line with the overall sales transformation program. 
  • Provide direct guidance and coaching to senior client and deal teams on win strategy development, competitive analysis and general sales best practices, tools and training. 
  • Act as a trusted advisor with ability to engage senior leadership in different settings including running workshops, focus group discussions, presentation of key findings etc.

 

The ideal candidate should possess:

  • Degree in Business/Marketing
  • 10+ years’ experience working in a multi-region Technology, Consulting or B2B sales environment. 
  • Experience in leading geographically dispersed teams, establishing best practices and ensure consistent level of service quality and on-time deliverables. 
  • Experience in structuring and leading workshops leveraging design thinking.
  • Experience in the design and management of sales capability and training programs across a disperse region.  
  • Experience in the design and deployment of sales methodology best practices and the implementation of these through technology. 
  • Excellent organisational and change management skills to plan and manage large scale change across a diverse region. 
  • Exposure to win strategy development best practices and experience in coaching client account and deal teams. 
  • Ability to work across a geographically dispersed team 
  • Stakeholder Management