Senior Sales Enablement Specialist

The Finance team's goal is to be a trusted and collaborative partner to all the businesses and functional teams that we work with, bringing business acumen, financial expertise and insights to aid decision-making and deliver value to our stakeholders. We strive to generate value through providing specialist advice and making recommendations to optimize decision making, delivering transparent processes and implementing governance and controls to mitigate risk.

The Sales Enablement team is an exciting new function within Sales Operations, responsible for leading all initiatives to support the Sales team in being more "Effective".

This role will lead building the processes needed to support the Sales team including onboarding, training, proposals, pipeline management, sales playbooks, and coordination/ prioritization with all business functions. Critical to this function is understanding the Buyers Journey, key personas, and how to optimize the sales process to improve our win rates, increase our average deal size, decrease time in each stage, understand our customer acquisition costs, and decrease churn rates. This role will need to establish sales playbooks for each product and orchestrate opportunities for upselling or cross selling more products.

This individual should be the front-line support with extensive product knowledge, industry awareness and a deep understanding of navigating the organization to improve our ability to win more business. You are responsible for reviewing sales processes and recommending improvements, establishing key metrics and goals for the team, reporting monthly progress to leadership, aligning processes where possible across the different business units, preparing the organization to scale for revenue growth and acquisitions, lead initiatives to improve support and effectiveness of the Sales team, align the team and processes to the "Buyers Journey" and experience.

Let's talk about the role:

• Responsible for, establishing metrics for expected length of each stage of the sales process, creating programs to improve win rates and reduce Sales cycle time, and establishing best in class practices by product to improve chances of winning business.
• Proposal Management- lead working with Marketing to improve content, establishes processes for RFP's, coordinate and lead proposal responses.
• Track improvements in win rates based on customer segmentation.
• Drive initiative to create and update Sales Playbook, Battle Cards, Demo Playbooks.
• Assist with for Onboarding new Sales team members and leading product/sales training to existing team members with the support of the Product team.
• Coordinate processes and insight on competitive analysis.
• Coordinate and prioritize key sales related activities with the Legal team, Finance, Implementation, Product Development, Customer Success team, and any other functional group.
• Responsible to make sure our sales process improves the customer experience and develops an engaging and transparent prospect experience, ensuring removing barriers to conduct business.
• Participate in Go-to-Market planning and execution with Marketing and Product by supporting coordination between product, legal, sales, finance, contracting, and sales ops for asset creation, price books, contract language and reporting/dashboards for whitespace, bookings, etc. Coordinate with product and marketing for training on product features, value prop, pricing, ROI, and competitive landscape/differentiators, etc.
• Maintain Gap analysis tracking and support product with information on deals in play, lost deals, etc.
• Constantly champion and proactively drive improvement, leading with influence and being a positive change agent, to determine opportunities for improvement, automation, accuracy for the sales process.
• Provide guidance to sales leadership regarding improving the effectiveness of the sales process and sales team.
• Demonstrate leadership when providing information to company senior leadership.
• Provide metrics and set up KPI's, OKRs and metrics to drive continual improvements.

Let's talk about you:

• Must have a Bachelor's degree.
• 5+ years of sales, sales operations, product management or sales support experience.
• Extensive knowledge of the Post-Acute Space, especially related to Home Health, Hospice, Skilled Nursing, and Senior Living
• Proficient in MS Word, Excel, and PowerPoint, Salesforce
• Ability to analyze a complex process, determine pain points and challenges, present an improved process, and manage implementation of the improvements.
• High Learning Index enabling role to learn and manage multiple unique business processes for different business units.
• A clear communicator able to make well-reasoned recommendations to all levels of the organization, from peers to executive leadership
• Able to balance multiple high-priority deliverables
• Ability to work in a continually changing, customer-focused environment and to be simultaneously accountable to multiple peer team members

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We are shaping the future at ResMed, and we recognize the need to build on and broaden our existing skills and continue to attract and retain the world's best talent. We work hard to offer holistic benefits packages, provide flexible work arrangements, cultivate a workforce culture that allows employees to grow personally and professionally, and deliver competitive salaries to our team members. Employees scheduled to work 30 or more hours per week are eligible for benefits. This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, AD&D, short-term and long-term disability insurance, sleep care management, Health Savings Account (HSA), Flexible Spending Account (FSA), commuter benefits, 401(k), Employee Stock Purchase Plan (ESPP), Employee Assistance Program (EAP), and tuition assistance. Employees accrue fifteen days Paid Time Off (PTO) in their first year of employment, receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members. Individual pay decisions are based on a variety of factors, such as the candidate's geographic work location, relevant qualifications, work experience, and skills.

Subject to the absolute discretion of the company, this role is eligible for an annual cash bonus payment based on company, business unit, and/or individual performance.

Subject to the absolute discretion of the company, this role may be eligible to receive stock equity based on company, business unit, and/or individual performance.

At ResMed, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case.

Base Pay Range for this position:

$99,000 - $149,000

For remote positions located outside of the US, pay will be determined based the candidate's geographic work location, relevant qualifications, work experience, and skills.

Joining us is more than saying "yes" to making the world a healthier place. It's discovering a career that's challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now!