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

Old! Outdated!

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.

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

Old! Outdated!

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.

 

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:

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.

Example Twitter Bio

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!