Sales Program Manager (Content & Instructional Design)

The Sales Program Manager will report to the SVP of Sales Strategy & RevOps, and work closely with the Sales, Business Development, Customer Operations, Marketing, Sales Enablement and RevOps teams. This person will be curious, consultative and will continually look for new ways to improve our training and customer facing content used by the Sales, Business Development and Customer Operations teams. This person will also help us drive a more advanced strategy for enablement (creating and delivering training with SMEs) of our customer-facing teams which will have a focus on seller and buyer enablement.

Job Responsibilities:

• Be an advocate for our selling and Customer Operations teams for content and training needs
• Improve and further develop our library of content, including pitch decks, proposal templates, buyer enablement resources, QBR templates, training material, etc.
• Continuously refine our value messaging and drive consistency of that messaging across our content
• Participate in the design and build of an infrastructure for buyer enablement that will lead to a frictionless experience for a buyer to complete a deal and partner with Applause
• Help set, execute and maintain our content management strategy using Highspot (CMS)
• Direct team members to the right content to support the right selling or customer situations
• Develop custom materials for various deal types and deal stages (including by industry, persona, solution, pilot/new/expansion/renewal, etc.)
• Assist teams with ad hoc preparation for prospect and customer meetings:
  • Create custom storyboards with slides, spreadsheets, etc. to connect the dots between buyer pain and Applause solutions
  • Advise sales reps on unique, situational approaches
• Partner with Marketing to develop and maintain a variety of playbooks that will drive more consistent execution leading to more predictable and favorable deal outcomes
• Build training for new hire onboarding and continuous education of our customer facing teams
• Incorporate strategies into training that will drive knowledge retention of the most important information
• Drive ad hoc projects supporting our go-to-market strategy

Qualifications:

• Strong ability to build professional, cohesive and compelling storyboards using PowerPoint and Google Slides skills
• General experience with go-to-market strategy and value selling methods
• Experience and desire to work with sales reps, managers and executives to drive effectiveness and productivity
• Experience in project management, multi-tasking and managing concurrent priorities
• Strong communication skills, including:
• Cross functional
• Executive level
• Client facing
• Visual and written
• Being persuasive
• Instructional design education and experience preferred
• Experience building and delivering training to Sales and other customer-facing roles
• Entrepreneurial mindset with a desire to “test and learn” to evolve and continuously improve
• Critical thinking
• Ability to work independently and with teams in a fast-paced environment