Job opening – Enterprise Partner and Sales Enablement Director – Google

Google has had this position or very similar positions open for a year now. I’m wondering why they can’t fill it/them.

Apply

This position is based in Mountain View, CA.

The area: Enterprise

As the emerging leader in cloud computing, Google’s Enterprise division delivers cloud services and other IT products to small and large businesses, educational institutions and government agencies. Our team of high-achieving engineers, product managers, and sales and marketing professionals works with a vast array of partners and customers to advance the company’s mission to organize the world’s information to make it universally accessible and useful. The Enterprise team is among a handful of rapidly emerging new businesses that are becoming front-and-center for Google as it enters its second decade as a company.

The role: Enterprise Partner and Sales Enablement Director

The Enterprise Partner and Sales Enablement Director will have responsibility for the development, implementation and scaling of tools, technology, training necessary to support aggressive scaling of the Enterprise direct sales force and the sales forces of our Partners. You will be tasked with building out the content, delivery, evaluation and evergreening strategy for enablement functions covering sales process, product proficiency, information dissemination, vertical/industry toolkits and sales systems. You will lead the guidance on the proposition of advancing the function to become a revenue generating center within the global Enterprise ecosystem. The role will lead the internal and partner enablement strategy leveraging a direct and distributed dotted line team as well as centralized Google resources.

You will need to be adept at building productive cross-functional, cross- regional relationships to drive alignment and quick execution of critical programs. You will also need to have a track record of addressing future business scenarios and adapting enablement priorities at scale efficiently. General operations and systems expertise will be critical to your success in building a nimble, efficient organization.

Responsibilities:

• Thought-lead and build partner, channel and sales enablement function to address unique global enterprise requirements for support in the field – platform, tools, training and certification.
• Define, hire and manage key resources (internal, vendors, etc.) in the areas of content development, information infrastructure design, program management and delivery.
• Build enterprise-specific new hire readiness, product, vertical selling, competitive intelligence and sales process certification programs to be delivered to Global Channel partners and Enterprise sales rep organizations set to scale aggressively.
• Deliver reporting on program, channel and Google Enterprise sales force skill effectiveness and iterate programs to ensure increasing levels of sales capability and performance.
• Partner with Google Learning and Development team and subject matter experts, including marketing and product management, to integrate wider Google learning programs into the field sales enablement agenda.

Requirements:

• BA/BS degree preferred with strong academic background.
• Substantial work experience in sales, channel operations and enablement with global responsibility.
• Experience in field training, channel or partner readiness, enablement tool creation and collateral design.
• Successfully managed substantive sales operations budgets ensuring prudent return and efficiency of spend.
• An independent, self-motivated leader who has a track record of managing teams successfully and working at both highly tactical and strategic levels.

Job opening – Enterprise Sales Enablement Manager – Mountain View at Google

Enterprise Sales Enablement Manager – Mountain View at Google

Location: California , Mountain View (San Francisco Bay Area)

URL: http://www.google.com/jobs

Type: Full-time
Experience: Associate
Functions: Sales
Industries: Internet
Posted: February 19, 2010

Job Description

This position is based in Mountain View, CA.

The area: Enterprise

As the emerging leader in cloud computing, Google’s Enterprise division delivers cloud services and other IT products to small and large businesses, educational institutions and government agencies. Our team of high-achieving engineers, product managers, and sales and marketing professionals works with a vast array of partners and customers to advance the company’s mission to organize the world’s information to make it universally accessible and useful. The Enterprise team is among a handful of rapidly emerging new businesses that are becoming front-and-center for Google as it enters its second decade as a company.

The role: Enterprise Sales Enablement Manager

As an Enterprise Enablement Manager, you will head up our global Sales Enablement Operations organization. You should have strong project management and operations experience in a high-performing sales environment. You should also demonstrate excellent analytical, project management, and presentation skills, as well as a track record of executing cross-functionally.
You should be comfortable navigating ambiguity and demonstrate the ability to manage multiple initiatives effectively. This is an opportunity to work with a growing team of experienced, high achieving sales and operations people covering a wide range of applications, including Google’s leading cloud-based enterprise applications. You will work proactively with global and cross-functional teams, and has a demonstrated ability to think creatively.

Responsibilities:

• Thought-lead and build sales enablement function to address unique global enterprise requirements for support in the field.
• Define, hire and manage key roles in the areas of instructional design, web/UI design, program management, infrastructure operations and delivery.
• Deliver new hire, product,competitive intelligence and sales process certification programs to Enterprise sales teams and Partner organizations globally.
• Deliver reporting on program and sales force skill effectiveness and iterate programs to ensure increasing levels of sales capability and performance.
• Partner with our Learning and Development team and subject matter experts, including marketing and product management to integrate wider Google learning programs into the field sales enablement curriculum.

Requirements:

• BA/BS degree preferred with strong academic background.
• At least 10 years of work experience in sales, marketing, consulting with 4+ years management experience.
• Solid process, project management, analytics and strategy development and implementation skills.
• Strong interpersonal skills – ability to collaborate across functions, geographies and levels to build and deliver business solutions.
• Exceptional communication and presentation skills.
• Experience in field training and enablement tool and collateral design.
Additional Information

[...]

Job ID: 871115

Job opening – Head of Sales and Partner Enablement, Enterprise – Singapore at Google

Head of Sales and Partner Enablement, Enterprise – Singapore at Google

Location: Singapore

URL: http://www.google.com/jobs

Type: Full-time
Experience: Associate
Functions: Sales
Industries: Internet
Posted: February 7, 2010

Job Description

This position is located in Singapore.

The area: Enterprise

As the emerging leader in cloud computing, Google’s Enterprise division delivers cloud services and other IT products to small and large businesses, educational institutions and government agencies. Our team of high-achieving engineers, product managers, and sales and marketing professionals works with a vast array of partners and customers to advance the company’s mission to organize the world’s information to make it universally accessible and useful. The Enterprise team is among a handful of rapidly emerging new businesses that are becoming front-and-center for Google as it enters its second decade as a company.

The role: Head Of Sales and Partner Enablement, Enterprise

In Google Enterprise, we believe a salesperson’s success depends on the customer’s success and we offer our clients technology solutions to help them grow their business and maximise their return on their information software investment. This requires our Sales team to have varied skills and talents, including thorough knowledge of the SaaS business and Google offerings, understanding of information system infrastructure and the ability to sell effectively. This also requires our sales team to have highly effective communications material and collateral at their disposal.
As the Head Of Sales & Partner Enablement, you will be responsible for enabling our sales teams to grow their businesses across many product lines through effective and results-focused training, field tools, communication and marketing programs. You responsibilities include working with Product Marketing Managers, Corporate Marketing, Product Operations and Google Sales Training to create and deliver consumable, highly impactful field collateral, client presentations and product training to the Americas’ sales teams. You will own the vision, message/story structuring and packaging, orchestration and delivery of your sales enablement programs collaborating with many contributors as necessary. You will be able to and willing to operate at both strategic and tactical levels designing and delivering materials, programs and workshops on your own if need be. The overall vision is to grow this function and its team over time with successful strategies.

Responsibilities:

• Work with Product Marketing team to solidify product core messages and guide the structuring and packaging of core messages into highly compelling sales training and client facing presentations/collateral
• Create and produce client/vertical specific presentation decks to address highly strategic sales situations and to provide to resellers/partners to leverage on behalf of Google
• Define and plan Enterprise sales product training curriculum incorporating skills based programs from other sales training units of Google
• Develop and implement measurement methodology for the Sales Enablement capacity
• Oversee work and eventually manage small team of Sales Enablement partners

Requirements:

• BA/BS or equivalent experience required, MBA a plus
• At least 12 years of working experience in sales, sales strategy, sales operations, sales communication or field marketing, vertical marketing, marketing communication
• Superior capabilities in communication – creation, production and delivery and desire and willingness to train sales people to master this craft
• Detail orientation and passion for continuously learning and understanding Google Enterprise products and how to best sell/position these in specific situations
• Solid cross functional collaboration and project management skills
• Track record of high productivity and delivering results in highly ambiguous situations, startup environments

Additional Information

• Applicants with recommendations are preferred.

Job ID: 853847

Way too much stuff and far too little information about that stuff – Context matters

On November 29, 2009, Seth Godin wrote about what we in Sales Enablement for b2b enterprises are focused on:
Context matters!

Getting meta

Wikipedia contains facts about facts. It’s a collection of facts from other places.

Facebook doesn’t have your friends. It has facts about your friends.

Google is at its best when it gives you links to links, not the information itself.

Over and over, the Internet is allowing new levels of abstraction. Information about information might be worth more than the information itself. Which posts should I read? Which elements of the project are at risk? Who is making the biggest difference to the organization?

Right now, there’s way too much stuff and far too little information about that stuff. Sounds like an opportunity.

I couldn’t agree more with Seth that this is an opportunity. Successfully using this opportunity will have to do with web 3.0 (semantic) approaches being applied to the stuff from web 1.0 and web 2.0 as well as understanding what information architecture is and how it can be set up for complex organizations.

For the approach to Sales Enablement I have been working with at a company with 4,000+ sales people you could say:
SharePoint (or similar) has your marketing assets for sales reps.

Sales Enablement – as the layer on top – has the facts about your marketing assets:

• Which assets/links/comments should a sales rep read for a specific sales situation?

• Who is the contributor of marketing assets or comments that really drive sales?

Job opening – Head of Sales Enablement at Google

Employer: Google
Location: Mountain View, CA.

The area: Enterprise

The Enterprise team focuses on integrating Google’s products and services into small and large businesses, educational institutions and government agencies. Consisting of high-achieving engineering, sales and marketing professionals, we work with a vast array of partners and customers to advance the company’s mission of organizing the world’s information to make it universally accessible and useful.

The role: Head Of Sales Enablement

In Google Enterprise, we believe a salesperson’s success depends on the customer’s success and we offer our clients technology solutions to help them grow their business and maximise their return on their information software investment. This requires our Sales team to have varied skills and talents, including thorough knowledge of the SaaS business and Google offerings, understanding of information system infrastructure and the ability to sell effectively. This also requires our sales team to have highly effective communications material and collateral at their disposal.

As the Head Of Sales Enablement, you will be responsible for enabling our sales teams to grow their businesses across many product lines through effective and results-focused training, field tools, communication and marketing programs. You responsibilities include working with Product Marketing Managers, Corporate Marketing, Product Operations and Google Sales Training to create and deliver consumable, highly impactful field collateral, client presentations and product training to the Americas’ sales teams. You will own the vision, message/story structuring and packaging, orchestration and delivery of your sales enablement programs collaborating with many contributors as necessary. You will be able to and willing to operate at both strategic and tactical levels designing and delivering materials, programs and workshops on your own if need be. The overall vision is to grow this function and its team over time with successful strategies.

Responsibilities:

• Work with Product Marketing team to solidify product core messages and guide the structuring and packaging of core messages into highly compelling sales training and client facing presentations/collateral.
• Create and produce client/vertical specific presentation decks to address highly strategic sales situations and to provide to resellers/partners to leverage on behalf of Google.
• Define and plan Enterprise sales product training curriculum incorporating skills based programs from other sales training units of Google.
• Develop and implement measurement methodology for the Sales Enablement capacity.
• Oversee work and eventually manage small team of Sales Enablement partners.

Requirements:

• BA/BS or equivalent experience required, MBA a plus.
• At least 12 years of working experience in sales, sales strategy, sales operations, sales communication or field marketing, vertical marketing, marketing communication.
• Superior capabilities in communication – creation, production and delivery and desire and wilingness to train sales people to master this craft.
• Detail orientation and passion for continuously learning and understanding Google Enterprise products and how to best sell/position these in specific situations.
• Solid cross functional collaboration and project management skills.
• Track record of high productivity and delivering results in highly ambiguous situations, startup environments.

Apply here

Do you want your sales people to spend their time customizing slide decks?

Many Sales Enablement and Sales 2.0 start-ups are citing Forrester’s Scott Santucci’s ‘Uncovering The Hidden Costs Of Sales Support’ from April 13, 2009 to make a business case for their services:

“Technology vendors are spending, on average, 19% of their selling, general, and administrative (SG&A) costs or $135,262 per quota-carrying salesperson in support-related activities. Few are aware of this enormous amount because the costs are hidden — tucked away in many different budgets dispersed throughout the organization. Corralling these random acts of sales support presents a golden opportunity. By creating a strategic sales enablement program, marketers can drive significant cost savings in the short term, while improving their companies’ competitiveness to thrive in the new growth cycle.”

On July 7, 2009 Michael Gerard (VP, Research for IDC’s Executive Advisory Group) posted on his blog:

“[...] IDC research shows that over 40% of all marketing assets handed over to sales are not in use today (IDC’s Best Practices in Sales Enablement – Content and Marketing (to be published end of July)). This includes assets that have been developed for sales, channels, prospects and current customers. IDC estimates that at least 30% of companies’ marketing investment, including program and people spend, is dedicated to creating content and marketing assets. Clearly, marketers can leverage cost reduction opportunities if they take the time to improve their content management process and technologies.

- “Our content is all over the place…a more formalized content portal is being created to get our sales team the most relevant materials when they need them.”
- “…marketing is funding an improved marketing asset management system and we are hoping to achieve 3% – 5% reduction/reallocation of spend on annual asset development and improved production efficiencies.” (improvements in production efficiency, reduced program time-to-market, and reduced re-work).

In the next several weeks, IDC will be publishing a sales enablement report highlighting best practices in marketing content management from a lifecycle management, technology, and measurement perspective. Detailed company case studies will be also be included. [...]“

In 2004 it was IDC’s ‘The Cost of Information Tasks to the Enterprise’:




OK, we are in 2009 now and a lot of productivity enhancing apps are popping up on the iPhones, LinkedIns and CRM platforms of today. Information workers in marketing and sales departments have many tools available to them that will free up time when used wisely. When Google Wave becomes available in the fall, searching in conversations you had with your team or in the history of documents you collaborated on will become much more enjoyable. However, when it comes to gathering information for documents, creating images, creating documents/presentations, editing/reviewing, filing and organizing documents, we all still lose a lot of time that should be spent on bringing in additional revenue.

How often do you find yourself copying and pasting value propositions, customer references from different industries and product images from older documents into new versions that are targeted at a slightly different audience?

ABC: Always Be Customizing (Sales Decks, Value Props,…)

We need to be able to generate highly customized documents on the fly by selecting the offering, the audience, the industry vertical etc… and we do not want to spend time re-formatting anything. We just want to chose a template that is then applied to all the content.




Check out www.enableyoursales.com/en/solution/documentgeneration/ and request a demo.

This might be able to save you and your sales people a lot of time and nerves, better spent with the customer.

This goes well beyond slides libraries! Basically brings it to the next level by breaking up slides into what they call ‘content nuggets’ and using web 3.0 concepts to auto-generate customized files out of a mind-bobbling number of possible combinations. Saves real dollars / time normally spent on designing PowerPoint or other doc types. No more outsourcing to graphics agencies. Just pick the template and hit “generate”. The result will be polished and include cross-selling opportunities and case studies from the chosen country…

Twitter the lead generation tool

Adam Green (@140dev) commented the following on this Techcrunch post on April 24th, 2009:

“There may be millions of people on Twitter, but if you know how to do the right Google search, you can pick out exactly the people you want to reach. It is an amazing lead generation tool. All you have to do is look for the right patterns in user bios. for example to find all the lawyers, you can search for:

(intext:”bio * legal” OR intext:”bio * lawyer”) site:twitter.com

I’ve written up this complete procedure for creating Google Alerts based on these searches on my blog:

http://www.alertrank.com/mrgooglealerts/2009/04/06/generating-marketing-leads-google-alerts-twitter/

The great thing about doing this with Google Alerts is that you will be notified as soon as a new bio is created or edited with your keywords. This lets you follow people when they have a new account, which is when they are most likely to follow back.

So in time Twitter bios will be a directory for millions of professionals. It is so light weight that it may replace Facebook for people’s “home page” online. Best of all, it doesn’t insist on your current sexual preference and marital status. I’m sure a lot of professionals are not that interested in publicly announcing their preferences in hooking up.

The advertising implications of knowing the bios of millions of people and being able to deliver selective “follow lists” will be huge. Right now Twitter auto-follows celebrities when you create an account. I’d rather auto-follow potential customers.”

Adam Green’s (@140dev) blog post:

“Twitter search tools are everywhere now, and most of them are much faster than Google Alerts, but they focus on the text of a tweet. If you are looking for marketing contacts to follow, chasing every use of a keyword in tweets is casting a very wide net, and can waste a lot of time. For example, just because someone uses the word lawyer in a tweet doesn’t mean that they work in the legal profession. If you want to develop a quality list of contacts through Twitter, you are better off trying to find people who use your keywords in their username or bio.

That’s where Google Alerts comes in. If you build the right query, you’ll be notified every time a new Twitter account is created by someone who wants to tell the world they are closely associated with your keywords. The nice part of this approach is that you will discover new users as they create their accounts, which is when they are most likely to follow you back. We’ll work this procedure out step by step using legal contacts as an example. The information we are looking for is on a user’s Twitter profile page. If you look at the profile page for the user @legaltwitt you’ll see that the user name is in the title.

We can create a Google Alert for exactly the pattern of a profile page. This will keep us from getting alerts where the keyword just happens to be in a tweet:

intitle:”legal * on twitter” site:twitter.com

This query can be expanded to match other keywords in usernames, such as lawyer:

(intitle:”legal * on twitter” OR intitle:”lawyer * on twitter”) site:twitter.com

The next area of the page we want to match is the bio. There are two possibilities. The keywords can come right after the word bio. This is matched by:

(intext:”bio legal” OR intext:”bio lawyer”) site:twitter.com

The other case is when there are words between bio and the target keyword, which can be found with this pattern:

(intext:”bio * legal” OR intext:”bio * lawyer”) site:twitter.com

We can put all of these matches together in a single search:

(intitle:”legal * on twitter” OR intitle:”lawyer * on twitter” OR intext:”bio legal” OR intext:”bio lawyer” OR intext:”bio * legal” OR intext:”bio * lawyer”) site:twitter.com

[...]“

I just tried
(intext:”bio * sales enablement” OR intext:”bio * sales 2.0″) site:twitter.com works great!

Do not waste time with visiting twitter.com or blogs – Aggregate everything via RSS

When someone writes to me that they plan on visiting my blog frequently then I’m honored but wondering why they don’t just subscribe.

Don’t waste time with visiting twitter.com or blogs randomly! Aggregate everything via RSS in one dashboard (e.g. with iGoogle like below) and then only go to posts you are interested in.

Subscribe to the RSS feeds of searches for your company, your products, your competitors etc… on Google Blog Search, Blog Pulse, Twitter search, etc…

surchur.com also provides an interesting dash board for searches across a lot of web2.0 sites.