Job Description
Reporting to the Director Global Craft Leadership, this person plays a key role in delivering our sales excellence standard by creating and leading the global business development community, ensuring all BDR, SDR, xDR craft colleagues have the clarity, skills, competencies, and resources they need to successfully deliver their craft and develop their careers within Sage.
Responsibilities
* Foster a sense of community among the xDR craft by promoting open communication and mutual support, facilitating collaboration to ensure alignment and clarity in GTM strategies. Coordinate meetings, resolve conflicts, and promote a culture of teamwork and cooperation.
* Design and own the SDR/BDR/xDR craft roles, working with global craft leader peers to define clear responsibilities, accountabilities, KPIs, and measures of success; set standards for cross-functional collaboration to drive sales excellence.
* Create and maintain functional blueprints; represent the xDR craft during process design and technology and tool adoption; collaborate with Sales Enablement to develop training and coaching to improve productivity, predictability, and effectiveness.
* Document compelling Job Descriptions with HR, align skills to levels, and build career pathways that promote high performance and self-development among crafts.
* Collaborate with colleagues across Sales Excellence, Adoption, Transformation, GTM Design, scaling leads, and regional/segment/product champions; manage key stakeholder relationships with HR, Reward, RTR Performance and Planning, RTR Growth, Enablement, L+D, GTM, and Commercial Leaders.
* Develop and nurture a distributed global craft community through planned events and opportunities for collaboration; support ongoing learning and development.
* Own the craft capacity plan in collaboration with GTM and Commercial leaders; align all business development colleagues to standardized global crafts.
* Define skills and competencies required for craft delivery; deliver a Craft Academy to develop and coach skills; provide in-field coaching where appropriate.
* Collaborate with Strategic Workforce Planning and the wider HR team to embed Sage’s People strategy; work with Sales Enablement to create content for knowledge, value propositions, sales methodology, tools, and processes; test and iterate modular Functional Blueprints with RTR Sales Excellence and Enablement teams.
* Work with Global Process to define processes aligned to the sales craft and lead-to-order processes; act as the single voice of the craft in discussions and decision-making. Identify and define business/functional requirements for technology to automate craft execution.
* Leverage external thought leadership and best practices to evolve the sales craft; create opportunities to innovate while driving a culture of experimentation and improvement.
Requirements
* Recent and relevant experience delivering or managing the xDR craft
* A coach with mature coaching skills
* Team player able to work collaboratively with others
* Exceptional written and verbal communication skills
* Excellent active listening skills and a forward-looking, holistic approach
* Innovative, open to experimentation, and able to challenge status quo; supportive of others in doing the same
* Strong presence with the ability to articulate messages to diverse audiences
* Ability to establish and maintain relationships and influence others toward a shared vision
* Strong commercial and business acumen; understanding of Sage organizational issues
* Resilient, tenacious, and able to persevere; comfortable with ambiguity and delivering with agility
* Experience in defining and documenting detailed processes
* Demonstrated experience in organizational development with the ability to independently lead discrete pieces of work and be seen as an expert
* Experience in hiring and developing talent
Key Deliverables
* Career Pathways
* Craft Productivity metrics/baselines
* Craft Role and Competency Footprints
* Craft Role Descriptions
* Interview Questions and guidance
* Business Development Competencies and Critical Capabilities
* Sales Methodology and processes
* Community Engagement Plan
* Craft Capacity Plans, Craft Process and Methodology Enablement requirements
* Craft Sales skills and Coaching Enablement requirements
* Execution Plan aligned to Goals and Objectives
* Reporting
Seniority level
* Mid-Senior level
Employment type
* Full-time
Job function
* Project Management and Information Technology
* Industries
* Software Development
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