Celonis Sales Readiness Program Manager



Sales & Business Development, Operations
Raleigh, NC, USA
Posted on Tuesday, June 18, 2024

We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.

The Role:

We are seeking an individual with SaaS sales, BD management, and coaching experience to join our team as the Manager of the Celonis Sales Readiness Program. In this role, you will play a crucial part in shaping the success of our NAM Business Development Representatives by developing and implementing a comprehensive Sales Readiness Program. Your primary responsibility will be to equip Business Development Representatives with the skills, knowledge, experience, and tools necessary to excel in a selling role, ensuring they are well-prepared to drive business growth as Account Executives on the New Business team.

The work you’ll do:

Program Development:

  • Re-design, implement and manage a CSR Program that aligns with FY25 NAM GTM goals and the sales strategies of the New Business team. This multi-month, opt-in program should ensure a BDR is fully prepared to step into a selling role once they have completed the BDR program.
  • Develop training materials, resources, and curriculum to enhance the capabilities of BDRs in all aspects of the sales process from Pain Discovery to Closed Won. Ensure their understanding of the fundamentals of our sales methodologies, including MEDDPICC, forecasting, territory & account planning, deal reviews, selling motions (Healthchecks, Proof of Value), negotiation, and deal commercials
  • Establish and oversee a mentorship program, pairing BDRs with experienced Sales Executives to facilitate knowledge transfer and skill development.
  • Develop guidelines, goals, and evaluation criteria for the mentorship program to ensure its effectiveness in nurturing professional growth.
  • Encourage a coaching culture by fostering open communication and a growth mindset, emphasizing the value of continuous improvement through feedback and learning from real-world interactions.

Sales Readiness Coaching:

  • Create structured opportunities for BDRs to shadow experienced Sales Directors during various stages of the sales cycle.
  • Collaborate with BDR & Sales Leadership to identify key moments in the sales process for shadowing or actively participating in sales cycles. Create opportunities for BDR to lead sales cycles on mid-market MQLs, gaining practical experience with the guidance and support of the Sales Readiness Program Manager.
  • Utilizing Salesloft’s call recording technology Conversational Intelligence to provide constructive insights and reinforce positive behaviors & Demoboost to ensure the delivery of high quality demos to prospects.
  • Develop training modules and resources based on successful call scenarios, sharing best practices across the sales team.

Performance Assessment, Feedback & Cross-Functional Collaboration:

  • Develop a performance assessment framework for BDRs in the CSR Program.
  • Establish a continuous feedback loop with BDR Management & New Business Sales Directors to gather insights on BDRs' progress and identify areas for improvement.
  • Strengthen collaboration with Business Development & New Business Leadership to ensure alignment between the mentorship program and the overall sales strategy.

What Celonis can offer you:

  • The unique opportunity to work with industry-leading process mining technology
  • Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
  • Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more)
  • Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more)
  • A global and growing team of Celonauts from diverse backgrounds to learn from and work with
  • An open-minded culture with innovative, autonomous teams
  • Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)
  • A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future

About Us

Since 2011, Celonis has helped thousands of the world's largest and most valued companies deliver immediate cash impact, radically improve customer experience and reduce carbon emissions. Its Process Intelligence platform uses industry-leading process mining technology and AI to present companies with a living digital twin of their end-to-end processes. For the first time, everyone in an organisation has a common language about how the business works, visibility into where value is hidden and the ability to capture it. Celonis is headquartered in Munich (Germany) and New York (USA) and has more than 20 offices worldwide.

Get familiar with the Celonis Process Intelligence Platform by watching this video.

Join us as we make processes work for people, companies and the planet.

Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Different makes us better.

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