Job Title: Senior Vice President, Head of Sales Enablement
Department: Investment Administration
Reports To: Executive Vice President, Head of Investment Administration
FLSA Code: Exempt
Estimated Salary: $200,000 - $250,000
Job Summary:
The Head of Sales Enablement will be responsible for defining (in close coordination with key stakeholders), and executing strategies that enable our sales teams, optimize our CRM platform and drive data-driven decision-making across sales & distribution. The incumbent will oversee for full breadth of the firm’s Salesforce ecosystem. They will lead the firm’s end-to-end management of a sales enablement roadmap, aligning priorities, conveying vision and articulating an end-state experience to key business partners. This role will be critical in enhancing and maintaining the firm’s integration, sales and marketing data, data governance and data stewardship strategy and act as the senior lead business and technology interface for change management.
This role requires a visionary leader with a proven track record of success in sales enablement, CRM implementation, and business intelligence. In addition, an expert level of knowledge of the inner workings of Salesforce and the full suite of products that can interface with the system is required. A candidate must have extensive knowledge of all supporting business groups and technology and must have a client service mindset to deliver an enhanced user experience.
Major Responsibilities/Activities:
- Define and implement a comprehensive sales enablement strategy that empowers our sales teams with the tools, resources and processes need to drive revenue growth.
- Work with key stakeholders to develop and implement and drive adoption of critical tools to enhance sales and marketing effectiveness and productivity. (e.g., Seismic, Cvent, RFP360, Pardot, and PowerBI.).
- Design and implement a data governance and change management process.
- Responsible for oversight of CRM and data management vendor services (e.g., SS&C, Broadridge, Salesforce.com).
- Enhance and manage case management and backlog management protocols.
- Stay current on Salesforce innovation and design, refine and communicate a clear vision of how potential enhancements can be applied to enable sales team execution and deliver solutions that help their sales efforts.
- Collaborate with technology to design an effective data architecture for the sales enablement platform and tools. Drive prioritization for the technology team.
- Work with wealth/inst. sales/marketing/finance teams to design and track key metrics and develop a shared understanding of key performance drivers and trends.
- Develop quantitative and qualitative performance indicators including operational metrics, client surveys, and user feedback allowing for an escalation of issues to senior management.
- Work with business users to determine their overall training requirements, develop and set up training sessions specific for CNS.
- Implement business processes and practices that expand CRM usage/adoption and improve the quality, efficiency of data flow and CRM database infrastructure.
- Work with Salesforce, third-party partners and other industry sources to bring in knowledge about industry best practices related to Salesforce deployment/usage and aim to deliver high ROI on Salesforce-related investments.
- Provide leadership and direction to define business needs, align core IT support and operations with third party vendors.
- Overall Salesforce release management, focusing on incremental business and technology value delivery on a consistent frequency.
- Leverage data analytics and visualization tools to monitor sales performance track KPIs and identify opportunities for improvement.
- Serve as a strategic advisor to executive leadership, providing insights and recommendations to drive business growth and profitability.
- Manage and build a high-performing team of sales enablement, CRM and BI professionals, fostering a culture of innovation, collaboration and continuous improvement.
Minimum Requirements:
- Bachelor’s degree in business, engineering, computer science, data sciences, finance, or related fields.
- 15+ years’ experience of leading CRM, Sales enablement and Sales Data strategy in a global asset management firm (business lines include wealth management and institutional).
- Salesforce Administrator or Advanced Administrator certifications.
- Strong understanding of the Salesforce CRM and related technology landscape, best practices, data architecture design, implementation and integration; ability to leverage experience to deliver analytics and insights to support growth.
- Detailed understanding of the sales business process from lead generation, pipeline management, sales forecasting and client service models.
- Ability to translate business needs and use cases into technical specs and functional requirements.
- Experience working with large datasets from multiple sources, specifically with 3rd party data such as Bright scope, SalesConnect, RIA database, firm level reports, discovery data and data packages.
- Deep understanding of master data management concepts, principles and best practices.
- Experience leading the implementation of MDM solutions and tools
- Excellent communication and stakeholder management skills, with the ability to translate technical concepts into business terms.
- Proven technical experience in CRM data management, data warehousing, and ETL processes.
- Proven track record of managing projects and operations of a complex nature
- Data management and governance experience and knowledge especially with sales and client data.
- Excellent collaboration and communication skills and ability to work across all levels of the Firm.
- Outstanding relationship building, interpersonal, and listening skills.
- Demonstrated analytical and problem-solving skills.
- Proven influence and negotiation skills.
- Highly organized and detail oriented.
Note: This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. The job title or duties and responsibilities may be changed by the Company at any time.
