JOB DESCRIPTION

Sales Solution Enablement Manager is a specialised position in SUSE focused on designing, optimising, and structuring solution sales role-based enablement strategy to maximise effectiveness and drive business growth, ensuring that sales professionals have the knowledge, skills and tools to succeed. The role involves collaborating with leadership, sales managers, HR, and other departments to ensure that GTM functions are aligned with organisational goals and that sales teams have the right resources, capabilities, and incentives to succeed. This role needs to influence and orchestrate across business and product unit leaders in guiding design of role-based learning and executing development to improve sales effectiveness and productivity for business outcomes.
Focus Areas :

Solution & Role-based Enablement Strategy and Implementation

• Architect, design and structure sales roles enablement (e.g., account managers, inside sales, sales management etc) to ensure they align with the company’s sales strategy and goals, and ensuring that sales professionals have the knowledge, skills and tools to succeed.
• Define sales role competency levels, performance expectations, and enablement KPIs for each sales role
• Develop and implement role-based learning paths for sales roles.
• Align enablement initiatives business goals, product roadmaps, performance metrics and revenue objectives.
• Understand sales compensation structures and incentive plans that motivate sales roles in the design and implementation of enablement plans.

Content Development & Delivery

• Create structured, scalable role-based enablement programs and ongoing learning plans
• Ensure content is customized by role, and proficient level for maximum relevance.
• Collaborate with SMEs to build enablement content, including learning paths, playbooks, role guides, battlecards, industry-focused sales plays etc
• Identify opportunities for improvement in role efficiency, sales process optimisation, and team performance.
• Gather consistent feedback from sales managers and frontline sellers to inform ongoing role optimisation efforts.
• Stay updated on industry best practices to keep enablement strategies ahead of the curve.

Cross functional Collaboration

• Partner with the HR team to manage the update, edit and removal process and to ensure job descriptions, hiring processes, and compensation plans align with the sales role responsibilities.
• Ensure that recruitment efforts target the right profiles and skill sets for each role within the sales team.
• Work with the sales enablement or training team, leadership, and other cross-functional stakeholders to create role-specific onboarding and development programs.

Performance Measurement & Optimization

• Track the performance of enablement through metrics, feedback, and performance reviews.
• Use data-driven insights to continuously improve, refine enablement programs.

Skills Needed:

• Bachelor’s degree or equivalent experience in Education, Instructional Design, Human Resources, Business Administration, Marketing or a related field.
• Experience in architecting the design, structure and development of role-based enablement for sales roles.
• Understanding of GTM motions and in-depth understanding of the sales process, methodologies (eg. MEDDPICC, Challenger, CVI), and best practices across different roles.
• Extensive experience in sales, sales management, or sales operations
• Proven experience in managing content development teams, overseeing content platforms, and engaging with BU portfolio teams.
• Prior experience in designing or optimising sales roles, team structures, or compensation plans is highly valued.
• Deep understanding of instructional design principles, content creation processes, and sales methodologies.
• Strong proficiency in using CMS, LMS platforms, content development tools and BI tools.
• Technical knowledge to solve problems efficiently and effectively
• Ability to analyse data and use insights to drive continuous improvement. Ability to link Enablement to Revenue Impact: Must go beyond tracking completion rates—focus on business outcomes like time-to-first deal, win rates, and pipeline velocity.

• Architect, design and structure sales roles enablement (e.g., account managers, inside sales, sales management etc) to ensure they align with the company’s sales strategy and goals, and ensuring that sales professionals have the knowledge, skills and tools to succeed.
• Define sales role competency levels, performance expectations, and enablement KPIs for each sales role
• Develop and implement role-based learning paths for sales roles.
• Align enablement initiatives business goals, product roadmaps, performance metrics and revenue objectives.
• Understand sales compensation structures and incentive plans that motivate sales roles in the design and implementation of enablement plans