Sales Enablement Manager

United States (Remote)

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Coursera was launched in 2012 by two Stanford Computer Science professors, Andrew Ng and Daphne Koller, with a mission to provide universal access to world-class learning. It is now one of the largest online learning platforms in the world, with 87 million registered learners as of June 30, 2021. Coursera partners with over 200 leading university and industry partners to offer a broad catalog of content and credentials, including Guided Projects, courses, Specializations, certificates, and bachelor’s and master’s degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in many high-demand fields, including data science, technology, and business. Coursera became a B Corp in February 2021.
This role will support the University, Industry Partnership, and Partner Acquisition teams. These teams are responsible for bringing on new partners to Coursera globally and for sourcing high-value content including Degrees and Gateway Certificates. 
The Sales Enablement manager role will increase the productivity of the partner-facing teams by reducing deal time and by increasing overall revenue growth. You will be focused on uncovering and developing buyer insights that can be utilized by our teams to engage prospects. This role will partner with multiple cross-functional teams including Product and Product Marketing and will keep partner-facing roles informed of product updates, competitive changes, market positioning, and other key aspects of the sourcing process. In addition, you will identify and track sales enablement metrics and KPIs and demonstrate the business impact of your enablement efforts. 
As the first sales enablement leader within the Content & Credentials team, you will be responsible for creating calm in the chaos of a complex sales cycle by developing playbooks and partner-facing pitch decks, and collateral to describe our value proposition and offering; training the teams to deliver the most compelling pitch; creating content, processes, practices, and tools needed to support the Partner facing teams throughout the buyer's journey. 

Responsibilities:

  • Responsible for creating global sales enablement org by hiring a team and creating processes for our rapidly growing teams
  • Deploy initiatives with a positive impact on business outcomes (such as win rate, quota attainment, length of the sales cycle, etc), measure and improve future iterations
  • Build and maintain global and regional playbooks and pitch decks for the Partnership Teams
  • Responsible for the success of the onboarding and ramp metrics for the Partnership teams
  • Articulate value proposition, map stages of the opportunity cycle, facilitate and develop global and local sales enablement training sessions
  • Research and develop commercial insights and competitive differentiation that can be leveraged by our teams to engage prospects and customers

Basic Qualifications:

  • 4+ years in sales enablement with 7+ total years of experience in sales and/or product marketing
  • 3+ years direct management experience including hiring and people development
  • Demonstrated success in managing long, complex sales cycles with B2B product offerings. Creating effective and efficient internal training and onboarding and external sales materials.
  • Extensive knowledge of modern sales methodologies, sales process, and buyer's journey alignment and sales management best practices
  • Extensive experience in sales enablement, revenue-facing roles, sales training, or sales support, and a demonstrated knowledge of buyer’s journey alignment and sales management best practices.

Preferred Qualifications:

  • Experience with Challenger Sale, Customer-Centric Selling, and/or MEDDIC
  • Experience supporting a Partnership Organization (vs. a standard Sales Organization)
  • Experience working in a Global company supporting multiple regions
  • Experience with running either train-the-trainer sessions, or developing manager enablement programs
  • Ed Tech experience or working with higher ed audiences is highly preferred
Coursera is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please contact us at accommodations@coursera.org.
Please review our CCPA Applicant Notice here.
Job region(s): North America
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