Revenue Enablement Manager

Ping Identity

24d

About The Position

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it. Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear. While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work. We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management. We are looking for a Revenue Enablement Manager to join our team at Ping Identity reporting to our Director, Revenue Enablement. In this role, you will partner closely with leadership and cross-functional GTM teams to lead revenue enablement programs and initiatives. This role encompasses a broad range of responsibilities, including implementing and facilitating key enablement programs, collateral creation, training design and execution, and reporting and data analysis. Success will be measured by your ability to maximize the productivity and effectiveness of our revenue-generating teams. The ideal candidate will develop and execute revenue enablement programs from the ground up. As an individual contributor, the ability to collaborate effectively with key stakeholders–as well as work autonomously and independently–is critical for success.

Requirements

5-7 years of professional experience in an enablement-focused role.
Strong background in sales and/or GTM enablement and training or learning and development.
Understanding of customer-centric selling motions and best practices for value-driven customer engagement.
Proven experience in leveraging data and metrics to inform decisions, measure program effectiveness, and optimize strategies for Revenue team performance.
Ability to work autonomously and execute programs independently.
Ability to work cross-functionally and develop deep understanding of the needs of key stakeholders, identifying what matters to them and how to get buy-in.
Experience creating effective and scalable enablement content.
Experience conducting training, including customer conversations, scenarios and role plays.
Ability to gather feedback and demonstrate impact of programming to leadership.
Experience owning, delivering and managing an enablement strategy with content creation deliverables on a rolling 2-4 quarter roadmap
Experience managing an integrated sales tooling ecosystem (Chorus, Salesforce, Anaplan, etc.)
Excellent written and verbal communication skills
Excellent collateral creation capabilities (e.g., presentations, videos, 1-pagers, case studies, etc.)
Experience developing on-demand and in-person learning experiences
Strong aptitude for understanding and clearly articulating customer messages and customer value-driven positioning
Experience with sales methodologies and qualifying approaches (ie, MEDDICC)

Responsibilities

Develop and execute a holistic revenue enablement program to maximize operational efficiencies across new business and customers renewals/expansion
Partner with Field Sales Execution Leadership and cross-functionally to continuously identify opportunities to improve performance outcomes and develop and execute support to improve conversion rates at each stage of the customer journey.
Evaluate GTM performance by role and provide feedback and programmatic support to improve productivity and business outcomes.
Design and implement comprehensive training programs focused on product and industry knowledge and customer engagement skill building – including discovery, qualification, positioning, conversational competency, and online resources – that are engaging and informative.
Continuously evaluate, track and report on the effectiveness of enablement (training, programs and initiatives, resources) through key indicators and metrics, assessments, surveys, and feedback gathering best practices. Identify areas for improvement and make necessary adjustments.
Partner closely with cross-functional GTM teams to support the rollout of product updates, ensuring that customer-facing teams are enabled to execute best practices with consistency.
Collaborate with marketing to tailor external assets, collateral and customer stories for field readiness and applicability. Gather feedback from the field (i.e., Sales, Account Management, Customer Success) to identify gaps and opportunities for improvement.
Establish and support a robust governance framework for judicious curation and maintenance of all enablement content and content repositories (e.g., Guru, Confluence, Google Drive) and ensure assets are maintained and stakeholder needs are met.