Description
This role is categorized as hybrid. This means the successful candidate is expected to report to GM Global Technical Center three times per week, at minimum.
As the Sales Technology & Enablement Lead, you will play a pivotal role in empowering the Direct Sales team, including Setters and Home Energy Consultants (HECs), by driving efficiency and effectiveness through optimized technology stack (Salesforce, CXOne, Teams and other tools used in sales processes) and strategic enablement initiatives. You will be responsible for enhancing sales workflows, operationalizing offers, promotions and ensuring data integrity across the platform. With a strategic view into sales technology, this role bridges the gap between strategy, operations, and technology, delivering scalable solutions to maximize sales performance.
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What You'll Do (Responsibilities):
Salesforce Platform Oversight:
- Serve as the in-house expert on Salesforce, managing its configuration, customization, and optimization to meet business and sales team needs.
- Develop and maintain a backlog of enhancements, fixes, and a roadmap for future platform initiatives.
- Proactively find issues and continuously work on ways to drive revenue through more efficient processes
- Investigate, review, build business cases and implement new technologies and integrations to make the sales team more effective
Sales Funnel Optimization:
- Identify and remove bottlenecks in the sales funnel, ensuring a smooth transition from lead generation to closed deals.
- Partner with the Direct Sales Team to adjust strategies and tactics based on real-time performance data.
- Analyze the sales funnel to identify improvement opportunities, optimize lead conversion velocity, and implement strategies that reduce friction in the buying process.
Promotion Operationalization:
- Ensure promotions, discounts, and pricing strategies (national or targeted) are properly configured in Salesforce to avoid errors during sales execution.
- Operationalize offers, discounts, and promotions within Salesforce, ensuring smooth execution by sales teams (provide training) and accurate performance tracking.
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Post-Sale Analysis and Continuous Improvement:
- Create post-offer performance reviews and identify what worked and what didn't, as well as monitor key system processes to ensure 99% uptime.
- Partner with the Analytics Team to continuously monitor sales KPIs, such as offer conversion rates, average deal size, and lead-to-sale velocity.
- Collaborate with the Analytics Team to deliver post-offer performance insights, identifying opportunities for optimization and ensuring lessons learned are applied to future offers.
Standard Operating Procedures (SOPs):
- Create, document, and train sales teams on SOPs to guide CRM best practices and maximize the efficiency of Salesforce tools.
Technical Leadership:
- Collaborate with product, marketing, and development teams to define and implement Salesforce product enhancement roadmaps.
- Address bugs, escalations, and technical challenges, providing timely and effective resolutions.
Training and User Support:
- Conduct product demos, user acceptance testing (UAT), and training sessions to ensure team proficiency in Salesforce.
Feature Development:
- Define and prioritize user stories for new Salesforce features and updates, ensuring alignment with business needs.
Data Management and Security:
- Monitor data quality and implement measures to ensure data integrity and compliance with security standards.
Marketing Integration:
- Enable Salesforce Marketing Cloud for email automation, leveraging disposition logic to streamline and personalize communications.
Sales Enablement and Playbook Development:
- Provide training, documentation, and resources for Setters and Closers, ensuring they understand the capabilities and functionality available in the tech stack to best align in providing a value oriented CX, ultimately to increase conversion and sales.
- Develop and maintain sales enablement playbooks and training programs to ensure Setters and Closers are equipped to execute sales strategies effectively by leveraging the tech stack.
Cross-Functional Communication:
- Act as a liaison between sales, marketing, product, and operations teams to ensure consistent understanding and implementation of offers.
- Facilitate collaboration between sales, marketing, and operations to ensure alignment on offer strategy and implementation, and establish feedback mechanisms for ongoing improvements.
Additional Description
Your Skills & Abilities (Required Qualifications):
- Bachelor's degree in Business, Information Systems, or a related field.
- 4+ years of experience in Revenue Operations (e.g., Sales, Marketing, Sales Ops) or as an IT business partner supporting these functions.
- Proven experience with Salesforce administration or development in a sales-focused environment.
- Strong understanding of Salesforce Sales Cloud & Marketing Cloud,.
- Familiarity with data management and system security best practices.
- Excellent problem-solving skills and ability to analyze complex challenges.
- Strong communication and collaboration skills, with experience working with cross-functional teams.
- Proven ability to manage multiple priorities in a fast-paced environment.
- Telecom integration and implementation experience an asset
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What Can Give You a Competitive Edge (Preferred Qualifications):
- Strong MS Excel skills
- Work experience in a direct sales organization utilizing salesforce and demonstrating winning patterns, setups, and architectures.
- Familiarity with GM systems and databases
- Ability to balance customer, brand, competitor, and business case inputs to make informed recommendations.
PLEASE ONLY APPLY IF YOU DO NOT NEED SPONSORSHIP TO WORK IN THE UNITED STATES NOW OR IN THE FUTURE. WE ARE UNABLE TO CONSIDER CANDIDATES WHO REQUIRE SPONSORSHIP
This role may be eligible for relocation benefits.
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We encourage interested candidates to review the key responsibilities and qualifications for each role and apply for any positions that match their skills and capabilities. Applicants in the recruitment process may be required, where applicable, to successfully complete a role-related assessment(s) and/or a pre-employment screening prior to beginning employment. To learn more, visit How we Hire.
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