GTM Technical Enablement Manager

5 days ago

Bodega Bay, California, United States Abnormal Security Full time
About the Role

We are seeking a highly skilled GTM Technical Enablement Manager to join our team at Abnormal Security. As a key member of our sales enablement team, you will be responsible for developing and delivering technical enablement programs to our worldwide sales engineering and technical GTM team members.

Key Responsibilities
  • Manage the end-to-end curriculum design, development, and delivery for Abnormal Sales and GTM technical roles, including onboarding and continuous learning paths.
  • Partner with Operations and Field Enablement to facilitate a monthly boot camp program, virtually and/or in person, across new-hires and presenters.
  • Coordinate with Abnormal Subject Matter Experts to develop sales tools that support the selling process, including demo scripts, POV processes, biased success criteria, technical proof reports, and more.
  • Partner with Field Enablement to enable and certify our GTM organization - technical sales (SEs), quota-carrying sellers (AEs), Customer Success (CS) - on the Abnormal platform, products, and value proposition.
  • Enable GTM Team Members to understand, identify, and communicate compelling stories, interesting attack patterns, and the value of Abnormal Security's platform.
  • Enable Abnormal Sales Engineers on running world-class Proof of Values, including technical champion building, attack identification, and story building, technical results delivery and communication, business case creation, and executive proposals.
  • Actively identify and partner with Field Enablement and GTM leadership to identify and remove friction points in the technical sales process that lead to elongated deal cycles, reduction in margins (ASP), and competitive losses.
  • Leverage and manage engaging and impactful content in our CMS, LMS, and other tools used for delivering formal and informal/social learning.
  • Partner with Sales Operations and cross-functional stakeholders to measure and report on the effectiveness of technical enablement programs and take action to optimize results.
  • Partner with Enablement Operations to develop ongoing communications plans for technical programs.
Requirements
  • Prior experience defining, building, and delivering technical enablement programs at a global scale is required.
  • Minimum of 5+ years in technical enablement, or alternatively some mixture of enablement and pre-sales, individual contributor, and/or leadership experience.
  • Prior experience as a field Sales Engineer or technical product marketing is strongly preferred.
  • Experience in creating technical content - technical marketing, competitive intelligence, or technical sales role - for a cybersecurity company is strongly preferred.
  • Proven ability to analyze markets, products, and competitors and translate that information into useful intelligence and sales tools.
  • Experience designing and administering content via a variety of modalities (virtual, in-person, asynchronously).
  • Experience designing and planning curriculums across multiple roles and experience levels.
  • Experience defining and building certification programs around core competencies of technical GTM roles.
  • Solid understanding of the end-to-end (pre-to-post-sales) enterprise sales cycle and how to enable a technical audience.
  • Experience with industry-leading sales enablement technology such as sales enablement platforms and content platforms.
  • Strong written, oral, and visual communicator; ability to participate in and support internal enablement events and educate customers and partners on the value of Abnormal Security.
  • Ability to juggle multiple priorities, tasks, and wear many hats as needs shift and change.
  • Independently holds themselves accountable for their work outcomes and goals.
  • Highly organized, detail-oriented, and proactive.
  • Passion for working with and developing others.
  • Ability to travel as needed for sales events, conferences, etc.
Preferred Qualifications
  • MBA or other graduate degree is a plus.
  • Domain experience in cybersecurity, including email security or adjacent space.
  • Experience with Value Selling and Sales/Qualification frameworks like MEDDIC.
  • Experience, or ability to learn, general SFDC functions - reporting, dashboards, data extraction.
  • Creative and/or design sensibilities to build content that is easy to understand and consume.
  • Experience with program management and tools.
What We Offer

At Abnormal Security, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications, and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.

Base salary range: $131,400—$154,600 USD

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